Theories of negotiation are examined through current literature and specific techniques are taught through simulation exercises. The course content is drawn from the fields of law, psychology, business and communication. Students learn about theories of negotiation and themselves as negotiators. TOP Social Psychology of Conflict Social conflict begins when there are incompatible goals, that is, when one party wants something that another party resists doing or giving. Conflict can range from interpersonal conflict to group, organizational or society conflict.
Conflict can have both positive and negative consequences.
Writings on negotiation and dispute resolution can be divided into prescriptive and descriptive orientations. The prescriptive orientation provides specific guidelines or advice on exactly how to negotiate. In contrast, the descriptive or behavioral orientation focuses on the social psychological context of negotiation, the personal and social forces that influence the parties in negotiation, and the impact of these conditions and behaviors on outcome. The course will primarily focus on the descriptive or behavioral orientation primarily with two-party negotiations. All Rights Reserved.