Business Negotiation & Conflict Resolution Certificate

  • Credits: 16
  • Degree:
    Management Certificate

Program Description

The certificate focuses on the skills necessary to engage in negotiation in a business environment, including individual negotiation and working within a team. Through simulations, role plays, readings and case studies, students learn to employ various strategies and tactics of negotiation, identify negotiation traps and methods to overcome them, resolve conflict and reach a durable resolution. Faculty members are lawyers and experienced negotiators and mediators.

 

Learning Outcomes

Students will:

  • become better negotiators
  • be  better able to collaborate with others
  • enhance their power in the negotiation process
  • learn to deal with conflict and reach durable resolutions
  • be able to utilize their newly acquired skills immediately in their personal and professional lives

Careers

Negotiation skills help graduates become more effective managers and negotiators in almost any field. Graduates of this program have successfully negotiated promotions and salary advances. These skills are especially valued in jobs where negotiation is a major component such as:

  • Purchasing managers and agents
  • Real estate agents
  • Human resources managers in a union environment
  • Managers of trade or professional associations

Curriculum


Required Courses
10
Credits
The Manager as Negotiator
MMG 746 3 credit(s)
Effective managers must be able to deal successfully with limited resources, divergent interests of people, and organizational conflict. This course improves skills in negotiation and joint decision-making that students can apply immediately. Emphasis is on integrative bargaining and problem-solving. Students learn the theory and tactics for understanding and diagnosing a conflict, planning for negotiations, and implementing an effective conflict resolution strategy.
Conflict Management: Strategies, Tactics and Behavior
MMG 747 3 credit(s)
This course explores different conflict management styles and situational considerations available to the individual that impact negotiations. It introduces theories and strategies that characterize the competitive bargaining styles and evaluates the consequences of using each. The course also explores planning, communication, perception, cognitive biases, and the impact of power imbalance in negotiations. Emphasis is on the integration of negotiation theory, practice and behavior, including ethical considerations.
Multi-Party / Multi-Issues Negotiations
MMG 748 3 credit(s)
This course focuses on the pre - and post-bargaining table influences of groups (constituents, community, opponents) on individual negotiation and conflict resolution styles. Students develop an understanding of the impact of group process on negotiation and the roles that individual group members play within the negotiation context. Students learn techniques for managing complex, multi-issue negotiations. The course includes typical third party approaches to conflict resolution.
Drafting Business Contracts
DMG 603 1 credit(s)
This course is designed for students who have completed at least one of the following courses: MMG746, MMG747, or MMG748, and/or those who are interested in developing a basic understanding of the mechanics of creating a formal contract. When one has completed a negotiation, whether using a hardball (distributive) or an interest-based (integrative) approach, the time comes when it is necessary to analyze (memorialize) the agreement by putting it into writing in the form of a legal and binding contract. Through this directed study students will develop the skills and resources to create such a document. The focus will be on the legal elements of a contract; the ramifications, legal and otherwise, of “loopholes” within contracts; and the basic law governing contracts in the United States.
Elective Courses
6
Credits

Choose two.

Global Negotiation
MMG 749 3 credit(s)
This course is designed for students who work in multi-cultural teams or negotiate in a multi-cultural setting. Students will learn how culture affects negotiating strategies, conflict management techniques and team effectiveness. Students will learn and apply a framework to help manage cultural differences whenever they impact business deals, disputes or team work.
Mediation in the Workplace
MMG 758 3 credit(s)
Workplace mediation supplements or replaces institutional conflict resolution processes in order to increase job satisfaction, boost productivity, reduce employee turnover and decrease the chance of legal action. The course gives students the theory and skills necessary to begin to practice mediation within their professional life. The course covers theory and models of mediation; stages of the mediation process; skill development and ethical considerations.
Managing a Diverse Workforce
MMG 560 3 credit(s)
Current business conditions are surveyed, and participants are introduced to the link between the business agenda and human capital. Since the workforce is critical to the success of the American business agenda, much of this course is dedicated to the development of competencies necessary to manage a diverse workforce. This course is for professionals dealing with issues of differences and diversity in contemporary organizations.
Conflict Resolution in Multi-Cultural Organizations
MMG 761 3 credit(s)
Increasing competition and globalization magnify differences among people, and with the increasing diversity of the workforce comes potential incompatibility and conflict. Effective leaders stimulate functional conflict and prevent or resolve dysfunctional conflict. This course develops conflict resolution skills and understanding of conflict in multi-cultural organizations and its effect on innovation and productivity. The course uses a model developed by Tjosvold, which makes conflict positive and creates a conflict-positive organization.

Core Faculty

Senior Instructor

Adjunct Instructor

Admissions

  • Admission Test:

    Passing grade on TOEFL (English language proficiency test) is required for international students.

  • Admissions Office:
    1-800-829-4723
  • Application:
  • Application Fee:
    $50, nonrefundable ($100 for international students)

Program Requirements

It is recommended that applicants have 3-5 years of work experience.

General Requirements

All applicants need to have a basic familiarity with computers, email and word processing, and must provide us with:

Official Transcript
Two Completed Recommendation Forms
Current Résumé

Learn more about General Requirements 

State Requirements

College students are required to comply with state laws regarding individual health insurance and immunization. Compliance requirements currently exist for students in Massachusetts, Virginia and Tennessee. Learn more

International Students – Additional Requirements

International Students will need to complete supplemental documentation when applying. International transcripts must also be translated prior to submission in order to be evaluated for applicability. Learn more about international student requirements.

Transfer Credit Request Form

Only needed if you wish to have prior course work evaluated for transfer credit. Learn more about transferring credits.

Tuition

  • Credits:
    16
  • Cost per credit hour:
    $557
  • Application Fee:
    $50, nonrefundable ($100 for international students)
  • Graduation Fee:
    $110 (charged in last term)
  • Health Insurance Fee:
    $1,497 - Required for Massachusetts students only. See waiver details on Tuition & Fees page.

Note: Rates are as of September 2013, and are subject to change without notice. Rates apply to all students, unless otherwise noted.

Financial Aid

Cambridge College offers financial aid to students in our degree programs who are enrolled at least half time. Undergraduate students must be enrolled in at least 6 credits each term. Graduate and doctoral students must be enrolled in at least 4 credits each term. Learn more

Grants, Scholarships and Loans

Cambridge College welcomes the opportunity to support your efforts to pay for college.  Federal, state and local resources in the form of grants, scholarships, loans and work-study, including Cambridge College Scholarships, are available to help defray the cost of tuition. Learn more

Getting Your Company to Help

Many companies have tuition assistance programs, designed to help their employees with their professional development. Learn more