Module 4: Unit 3: Overview

Negotiation and Conflict Management

Professors Robert Bordone of Harvard and Michael Moffit of Oregon highlight what anyone in corporate world already knows: no matter what business your in, disputes arise.1  Unit 3 explores on problems that arise when individuals disagree on topics, issues, methods, strategies or results.  Highlighting negotiation and conflict management, the unit incorporates many elements of previous units as it investigates two of the more common activities confront business people.

Chapter Overview
Focusing on negotiation and conflict management, Chapter 12 begins by identifying two types of communication styles (one desirable and one not so), then turns its attention to negotiation. Within this section types of negotiation processes, dimensions of bargaining and different communication strategies are discussed. Following this section is conflict management. Topics discussed include causes, managing conflicting goals, and conflict styles and tactics. The chapter concludes with a section on the strategic approach to conflict and offers advice regarding communication during conflicts and managing anxiety.

Chapter Outline
The chapter outline is available in the Module 4, Unit 3 folder under the “Resources” tab.  Read over the outline to become familiar with the chapter’s contents before reading the chapter itself.

Macromedia Breeze Presenter and Meeting Team Project Assignment
Using Macromedia Breeze Meeting and Presenter, the teams you have been placed in and interacted with throughout the course will join together to create an online business presentation.  The project contains two elements: the generation of a written business report and an online multimedia sales presentation marketing an existing item to the company your team profiles in their business report.  Go to the “Macromedia Breeze Presenter and Meeting Team Project Part 1” and “Macromedia Breeze Presenter and Meeting Team Project Part 2” under the “Assignments” tab for more information.  

A description of the assignment is also available in your syllabus.

Glossary
Click on the “Glossary” link and you will be directed to the textbook’s student website where you can review the terms associated with this chapter.

Flashcards
Once you have mastered the concepts and terms of Unit 3, you can test your knowledge by using the Chapter 8 “Flashcards” available at the student website of your textbook.  Click on the “Flashcards” link to take you to the website.

ACE Practice Test
To prepare for this module’s first examination, you can also test your knowledge by using the “ACE Practice Test” available at the student website of your textbook.  Click on the “ACE Practice Test” link to take you to the website.

Extra Credit
To earn 2 extra points towards your grade, go on a “Virtual Tour” of the Golden Cheese Company website (http://ourworld.compuserve.com/homepages/gccc/plantinf.htm), review it, and then answer 4 questions on an Oncourse Discussion forum.  Click on the “Extra Credit” tab on the pull-down menu for more information.

Examination over Module 4
Upon mastering the knowledge and information contained within Units 1-3, go to “Examination 4” under the Oncourse Tests and Surveys link to take the examination. Click on the “Examination over Module 4” link for a description and requirements for the examination. This information is also available in your syllabus.

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