EM 262: Negotiation & Conflict Resolution - Gordon Institute
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In the volatile, swift-moving, high-tech arena, your ability to negotiate complex situations is critical to your overall success. Negotiation and Conflict Resolution for Engineers & Technologists is strategically designed to help you, as an engineer or technology leader, improve your ability to negotiate solutions and resolve conflicts with clients, suppliers, coworkers, employees, or supervisors. Structured in a compelling learning-in-action format with role-playing and simulated scenarios, this course gives you the opportunity to develop a persuasive negotiating style rooted in your own personality and your role in the technology world.

Not offered in 2018-19, future availability to be announced

Lecturer: Mark E. Bamford, J.D.

How It Works

Over the course of the semester, you will develop and hone your negotiation skills and approaches while engaging in a series of role-playing exercises supported by discussion sessions and short lectures. In this stimulating action-learning environment, you will learn as much from your classmates’ triumphs and mistakes as you do from your own. You will analyze your performance as a negotiator and reflect upon the skills and knowledge you have gained in short journal-writing assignments and in a longer paper due at the end of the term.

Your Key Takeaway

In this highly interactive class designed specifically for those working in the science and technology sectors, you will examine negotiation from a broad range of perspectives. You will learn strategies and tactics that you can use to shape the outcome of any negotiation, no matter how complex. You will develop techniques for managing difficult conversations to achieve positive outcomes. And you will discover how to further your professional agenda on the strength of your negotiating skills. After completing Negotiation and Conflict Resolution for Engineers & Technologists, you will find yourself leveraging the lessons learned on a daily basis and throughout your career.

What You Will Learn

During Negotiation and Conflict Resolution for Engineers & Technologists, you will develop a powerful set of skills and strategies:

  • Boost your skills as a negotiator in technology settings and in the larger world
  • Learn key strategies for resolving conflict by building relationships
  • Develop a personal negotiating style that capitalizes on your individual strengths
  • Understand how language, personality, and soft skills factor into the negotiating process
  • Explore alternative dispute resolution processes including: mediation and arbitration

Dates + Location

Next Offered: To be announced

Tuition + Costs

Tuition for the 2018-2019 Academic Year: $3,436 (2 credits). Purchase of books and other required course materials are the responsibility of the student. Payment is due with course registration. You can pay by VISA, Mastercard, Discover, or check (payable to Trustees of Tufts College). Additional details on tuition and registration.

Required Books

1) Getting to Yes: Negotiating Agreement Without Giving In, Fisher & Ury (2011)
2) Bargaining for Advantage: Negotiation Strategies for Reasonable People, Shell (2006)
3) Difficult Conversations: How to Discuss What Matters Most, Stone, Patton & Heen (2010)
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