15.667 Negotiation and Conflict Management
Negotiation and Conflict Management presents negotiation theory – strategies and styles – within an employment context. 15.667 meets only eleven times, with a different topic each week, which is why students should commit to attending all classes. In addition to the theory and exercises presented in class, students practice negotiating with role-playing simulations that cover a range of topics. Students also learn how to negotiate in difficult situations, which include abrasiveness, racism, sexism, whistle-blowing, and emergencies. The course covers conflict management as a first party and as a third party: third-party skills include helping others deal directly with their conflicts, mediation, investigation, arbitration, and helping the system change as a result of a dispute. Learning and grading in 15.667 is based on: readings, simulations and class discussions, four self-assessments, your analysis of the negotiations of others, writing each week in your journal, and writing three Little Papers.
There are at least 10 “Negotiation Profit Centers™” in today’s businesses. In these units earnings and savings can evaporate because people are negotiating without awareness of the best techniques.
The salesperson that learns how to sell value instead of price will avoid discounting, preserving your profit margins.
A 5% improvement in the purchasing executive’s negotiation skills can translate into a 5% or greater reduction in your corporate-spend. If your outflow is $10M, this means a potential half-million dollar payback, in the first year.
It can cost six-times or more to earn a new customer than to keep one on the books. Customer service people that properly negotiate policies, procedures, fees, and charges will reduce costs, avoid refunds, and save clients and customers while preserving goodwill.
Give Yourself a Raise!
After our training, participants also report major improvements in resolving and avoiding interpersonal conflicts. They negotiate better for big-ticket items such as housing, cars, and education. Our program’s graduates thank their companies for sponsoring training that imparts skills and self-confidence, abilities that make paychecks stretch farther and careers more rewarding.