Postgraduate and Midcareer Development Unit

Faculty of Management and Finance

University of Colombo
Colombo
Sri Lanka
Conflict and negotiation Management – MBA 5222

Course # MBA 5222 Course Conflict and negotiation Management

Title
Trimester VI Time Sunday 3.15 PM – 6.15PM
Nature Optional

Instructor Dr. Rajitha Silva & Mr. S. Sasidaran

Office hours Monday to Friday 8-5
Office Department of Human Resources Management and Department of IB
Contact info grpriyankara@gmail.com 0773635218
Textbook(s) Rande C. E., Flanagan T.M. (2008) Building conflict competent teams, Jossey-
Bass A Wiley Imprint
Gates S. (2016), The negotiation Book, John Wiley and Sons Ltd, Th e Atrium,
Southern Gate, Chichester, West Sussex
Brett, J. M. (2001). Negotiating globally: How to negotiate deals, resolve
disputes, and make decisions across cultural boundaries. San Francisco: Jossey-
Bass.
Fisher, R., Ury, W.L., & Patton, B. (1991). Getting to Yes: Negotiating an
Agreement without Giving in. Boston: Houghton Mifflin.
Pruitt, D., Rubin, J., & Kim, S. H. (2004). Social conflict: Escalation, stalemate,
and settlement. McGraw-Hill.
Learning Given by instructors
resources

Course All organizations face many conflicts at different levels. Without managing these
conflicts effectively, it is very difficult to run an organization smoothly. There are
Description
different opinions about conflicts and methods of conflict handing. In a competitive and
complex business environment, managers at all levels should have better negotiation
skills to handle these conflicts. This course aims to give good knowledge in managing
highly conflicting situations in both local as well international business environments.
Negotiation and Conflict Management, enables you to respond to the rising demands of
corporations in these important areas by focusing on leadership, decision-making and
principled negotiating techniques, models in negotiation skills and understanding
different culture and using different techniques in negotiating.
Learning Outcomes

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1 Depth and breadth of knowledge:
• Familiarization of fundamental of Conflict and Negotiation Management.
• Identify related theoretical perspectives of traditional and modern Negotiation
management practices.
• Develop and discuss possible conflict and negotiation management practices of
for the working environment.
2 Effective and professional written, oral and technology-based
communication skills: Should be able to explain, express and articulate
effectively the fundamentals of Human resources management and its
contemporary issues in writing, presentation and group discussion.

4 Critical and analytical thinking and reasoning: Should demonstrate

critical analytical and problem-solving skills using descriptive, qualitative
techniques.

5 Ethical and moral habits of conduct: Should demonstrate a sense of

exploration that enable students to pursue lifelong learning, be an independent
learner, able to acquire further knowledge with little guidance or support and
demonstrate cooperation skill by working effectively with others in
interdisciplinary group-setting both inside and outside the classroom.

Evaluation Value
Coursework Assignment 50%
Exams Final 50%

See also: “Schedule of Work” for important dates.

Schedule of Work

Lecture Topics
No.
1. Introduction to Conflict and Negotiation
Management
2. Overview of topics in negotiation and conflict
resolution. Conflict escalation and de-escalation;
Conflict management styles: Cooperative and
competitive styles.
3. Distributive negotiations.
4. Integrative negotiations
5. Communication, perception, cognition and
emotion in negotiation
6. Power, Persuasion and Negotiation Ethics; Job
Negotiation
7. Leadership and negotiation management
8. Cross-Cultural Negotiation
9. Conflict and negotiation in international
perspective
10. Presentation

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Classroom Policies
Attendance Students are expected to participate for courses discussion 2 times per
week (3HRS). Possible absenteeism to be avoided for subsequent
adversely affect your final examination appearance. NOTE: Excused
absences are only possible from your instructor with a written note from
your doctor (if you are ill) or by PRIOR arrangement, and at your
instructor’s discretion.
If the attendance is less than 80% then you will not be authorised to sit
for the final examination.
Cheating Plagiarism and cheating are serious academic offences. Plagiarism
and means “knowingly copying another’s work or ideas and calling them
Plagiarism one’s own or not giving proper credit or citation.” This includes copying
sections or entire papers from printed or electronic sources as well as
handing in papers, homework or assignments written by others for you,
or by students for other classes, or purchasing academic papers. It also
includes any attempted copying from fellow classmates inside or outside
of the classroom, or allowing another student to copy or use your work.
Plagiarism and cheating are not only dishonest but cheat you out of
learning, the primary reason you are here, and will not be tolerated at
any point.
Exams & Students are always responsible for turning in any assigned work ON
Written TIME and missed exams will not be allowed to be made up unless
Assignment individual arrangements are made with the instructor. The instructor
s has the right to assign a zero grade to any assignment that is not turned
in by the deadline.
Mobile Please leave your mobile at home or TURN it OFF/ Silent mode during
Phones the meeting/discussions.

In Course Assessment

Assessment type Weight Week –handing out Week -Handing in

Group Report and 50% 1st 8th week
presentation
/debate
Final examination 50% 12th

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In-course Assignment

Students required to organised as group of 5/6 members and conduct intensive research on topics
given below. Each topic will be given to two groups and positive and negative arguments need to
be developed with extended evidence from literature and practice. Based on the arguments
developed, report to be produced by each group on 8th week to the Postgraduate and Midcareer
Development Unit.

Arguments
1. Integrative bargaining is better than distributive bargaining (Agree / Disagree)

2. International / cross cultural negotiation much easier than that of local negotiation
(Agreement with one aspect)

3. Manipulation is better than negotiation (Agreement with one aspect)

4. Conflict is natural. (Agreement with one aspect)

Report Structure
Item Marks Remarks
Introduction to the topic 10% Brief introduction with
appropriate evidence
Argument building 30% Literature and the practical
evidence
Conclusion and justification 10% Strong conclusion expected
50%

Guideline:
Font – 12 Times New Roman
Referencing / citation – APA (IN and END TEXT citation/ referencing expecting)
Word Count – Maximum of 2,000 (Excluding tables and attachment)
Spacing – 1.5
Print – Double side, no back or front HARD/ PLASTIC covers
Binding – Stapler
Front cover: As Attached

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 Master of Business Administration
Faculty of Management and Finance

University of Colombo
Colombo

Sri Lanka

Conflict and negotiation Management MBA 5222

Group Name: (Optional)

Word Count:

Submission Date:

Group Members
Registration No Name as per Report Presentation
attendance list

*Write name as per the sequential order of registration number

Work Load Matrix

Registration No Name as per attendance list Work completed

*Write name as per the sequential order of registration number

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