MM with Business Negotiation & Conflict Resolution Concentration

  • Credits: 37-46
  • Degree:
    Master of Management

Program Description

The Business Negotiation and Conflict Resolution concentration 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

Graduates of the Master of Management program with Business Negotiation and Conflict Resolution concentration will:

  • develop strong communication, analytical, research and decision-making skills
  • learn to manage themselves and their own professional development, and to  manage and lead others
  • have the ability to use and understand the role of technology in organizations
  • learn to manage human, financial and informational resources
  • understand how to foster change and innovation and value and promote diversity in organizations
  • understand the global, social and environmental context of management and the importance of ethical and socially responsible decision-making
  • 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
  • Health care managers

Curriculum


Management Seminar and Project
12
Credits
Introductory Seminar
MMG 690 1 credit(s)
Formerly MMG500 The purpose of the seminar is to introduce participants to the resources of the College, provide a coherent overview of the philosophy of the program, and review the benefits and the rationale of the academic model. The course also will focus on self-assessment and goal-setting to assist the student in developing his or her academic and professional development plan.
Management Seminar I: Self-Diagnosis and Goal Setting
MMG 691 2 credit(s)
The Management Seminar serves as a learning laboratory for students to develop, integrate and demonstrate competencies in personal, professional and academic development. It provides an opportunity for students to test and apply learning in a practical and experiential context and to integrate experience and theory. In the first semester students self-diagnose their academic and managerial skills and develop academic and professional goals and plans. They also develop skills at being effective members of a learning community and explore topics and ideas for their Independent Learning Projects.
Management Seminar II: The Manager as Team Developer and Leader
MMG 692 2 credit(s)
This seminar focuses on the manager as a leader and developer of people and teams. Students develop important cognitive and affective skills: developing people, peer relationships, working with others, and resolving conflict. The seminar also helps the student learn how to leverage the diversity in teams and how utilize team resources effectively.
Management Seminar III: Continuous Improvement, Lifelong Learning and
MMG 693 2 credit(s)
This seminar focuses on developing and demonstrating enhanced skills and on present and future employability. Students assess their learning and benchmark them against standards in their professional field. Students learn and practice networking skills to develop and expand their connections within their professional field and learning community.
Management Seminar IV: Current Issues in Management
MMG 694 2 credit(s)
This is the final seminar of the management seminar series. Students integrate their learning from courses and research and update their knowledge through the examination of topics that reflect current issues and trends in management. The seminar is conducted with the help of several guest speakers/faculty.
Independent Learning Project: Management
MMG 800 3 credit(s)
This comprehensive final project is focused on a topic in a student’s concentration. The Management Seminar and the Seminar Leader provide direction and support for the project. The project demonstrates ability to define a problem, use appropriate resources, collect and analyze data, draw conclusions, and organize the written report.
Management Core Courses
9
Credits
Foundations of Management
MMG 511 3 credit(s)
(Formerly MMG503). This course provides an overview of the field of management and establishes a foundation and common vocabulary for future course work. It emphasizes the functions of planning, organizing, directing and controlling. The course assumes students have limited academic knowledge of management theory, and some experience in real world management situations to bring into the classroom. In each session the class explores some aspects of management in theoretical terms and then focuses on application of the theory to the practical problems facing managers.
Organizational Environment
MMG 512 3 credit(s)
(Formerly MMG502). This course provides an overview of the external and internal environment of organizations. It helps students understand the resource, market, technological, economic, and socio-political context of the organization, and the impact of multiple stakeholders on its goals and decision-making processes. It examines organizational architecture and dynamics from the structural, human resource, political and symbolic perspectives. The course draws on theories and research on organizations, including topics such as motivation, leadership, and organizational change and development. The intent of the course is to provide students with the theoretical base to better understand organizational behavior, and to equip them with tools to analyze and improve upon their own managerial practice.
Research Methods for Managers
MMG 517 3 credit(s)
(Replaced MMG501) This course helps students understand the role of research in the management decision making process and in the development of business plans and strategies. It helps students become familiar with the research process and with a variety of business research tools and techniques. Students learn how to define a problem and write good research questions, determine what tools and techniques are appropriate for different kinds of problems, find information sources and assess their reliability, and critically analyze information. They also learn how to present the results of research in appropriate output formats. This course helps students with their independent learning projects.
Business Negotiation and Conflict Resolution 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.
Business Negotiation and Conflict Resolution Electives
6
Credits

Choose two courses.

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.
Program Prerequisites
0-9
Credits

1-3 additional courses required if assessments indicate need.
 

Business Communication
MMG 501E 3 credit(s)
This course is focused on the communication, analysis and presentation skills necessary for success in the U.S. and global business environment. Using a variety of materials, including articles from newspapers, videos and podcasts of business topics, and cases, students will develop their reading, listening, critical thinking, and oral and written communication skills. Students will be exposed to issues facing managers in today's environment and gain a better understanding of the cultural assumptions and communication styles of the U.S. business workplace. They will learn the appropriate style of communication for different types of business situations--participating in meetings, interviewing, writing memos or reports and making oral presentations. They will learn to develop clear and persuasive arguments, both orally and in writing. Students may be required to take this course based on results of their initial writing assessments. It does not count as an elective in the Master of Management program.
Graduate Writing
MMG 505 3 credit(s)
This course concentrates on strategies and techniques for building an academic essay. Challenging readings are used to promote the kind of critical thinking and analysis that best support graduate work. Students move from initial ideas, to first drafts, to strategies for revising their papers to achieve a polished product. Through a sequence of three to four progressively longer essays, students come to understand their own writing styles, strengths and difficulties, and become competent evaluators of their own work. By giving attention to the writing process itself and its different phases, students gain awareness of how to achieve their best work. This course is a requirement for students in the MM 55 Program. It may not be taken as an elective.
Analysis and Communication for Managers
MMG 507 3 credit(s)
This course addresses the analytical and communication skills necessary for success in business environments. Students develop their critical thinking skills and enhance their ability to evaluate claims, evidence and assumptions and develop persuasive arguments through analysis of management case studies. The course also covers different forms of business communications including memos, reports, and oral presentations. This course is a requirement for students in the MM 55 Program. It may not be taken as an elective.

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:
    37-46
  • Cost per credit hour:
    $546
  • Application Fee:
    $50, nonrefundable ($100 for international students)
  • Graduation Fee:
    $110 (charged in last term)
  • Health Insurance Fee:
    $1,296 - 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

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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

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