Negotiation and Conflict Resolution 谈判与冲突解决 (MBA531)

MBA531 Negotiation and Conflict Resolution presents techniques and understanding of skilful negotiation to manage conflicts and achieve agreements. In this course, students will learn both the hard and soft skills of negotiation. They will be exposed to established negotiation strategies and tactics and will learn best practices for planning a negotiation. Ethical and psychological issues that may arise in a negotiation will be examined. Students will also learn to adapt their negotiation process when in an international and cross-cultural context, with specific focus on East Asia. Top executives face complex external and internal negotiations from complex corporate deals such as mergers and acquisitions to critical talent discussions. Strong negotiation skills will enable them to balance competing interests, manoeuvre high-stakes situations and achieve win-win outcomes as well as averting or resolving costly conflicts. Effective negotiators can build trust and strong, lasting relationships with stakeholders, partners, and employees to establish rapport, find common ground, and forge partnerships. In today's fast-paced, global business environment, an organisation's negotiation capabilities are a key competitive differentiator. MBA531谈判与冲突解决课程教授学生如何运用高效谈判技巧来管理冲突并达成共识。学生将系统学习谈判的硬技能与软技能，掌握各类既有的谈判策略与战术，并了解制定谈判计划的最佳实践。课程还将探讨谈判中可能出现的伦理与心理问题，并教授如何在国际和跨文化环境中，尤其是在东亚背景下，调整谈判方式。高管往往需面对复杂的内部与外部谈判，如并购交易、关键人才协商等。良好的谈判能力能帮助他们平衡各方利益、应对高风险情境，实现双赢，同时避免或解决代价高昂的冲突。有效的谈判者能够与利益相关者、合作伙伴和员工建立信任、建立共识并发展长期合作关系。在当今快速变化的全球商业环境中，谈判能力已成为企业的重要竞争优势之一。

• Nature of Negotiation 谈判的本质
• Mediation as an Alternative Dispute Resolution Mechanism 调解作为替代争议解决机制
• Distributive Bargaining 分配型谈判
• Integrative Negotiation 整合型谈判
• Power and Gender in Negotiation 谈判中的权力与性别因素
• Ethics in Negotiation 谈判中的伦理问题
• Improving Communication 沟通能力提升
• Impact of Relationships on Negotiation 关系因素对谈判的影响
• Cross-Cultural Negotiations 跨文化谈判
• Planning the Negotiation 谈判规划
• Strategising the Negotiation 谈判策略制定
• Best Practices for Negotiators 最佳谈判实践

• Evaluate the nature of negotiation and mediation as an alternative conflict resolution mechanism. 评估谈判与调解作为替代性冲突解决机制的本质特征。
• Critique the strategy and tactics of distributive bargaining and integrative negotiation. 批判性分析分配型谈判与整合型谈判的策略与技巧。
• Appraise the role of power, gender and ethics in negotiation. 评估权力、性别与伦理在谈判中的作用。
• Formulate strategies to improve communication & relationship-building. 制定提升沟通与关系的策略。
• Construct a comprehensive approach to build Cultural Quotient. 构建全面的文化智商提升路径。
• Plan the negotiation session and learn from best practices. 规划谈判流程并借鉴最佳实践。