Center for Conflict Management


International Conference on

“Negotiation: Dispute Resolution and Conflict Management in a Changing World”

April 10-12, 2014
Kennesaw State University, Kennesaw (Atlanta Suburb)
3333 Busbee Drive, Kennesaw, Georgia 30144 USA



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Registration Information Conference Schedule in Brief Workshops


Pre-Conference Workshops


Intercultural Conflict Style Inventory® (ICS): Increasing Competence Across the Cultural Divide

Thursday, April 10, 2014; 1-4 PM

KSU Center, 3333 Busbee Drive, Kennesaw, GA 30144




Workshop Presenter:

Dr. Mitchell R. Hammer, Hammer Consulting LLC



The ability to recognize and appropriately respond to “cultural” differences in conflict style is critically important in effectively managing and resolving conflicts. The practical “four-quadrant intercultural conflict style model” developed by Dr. Mitchell Hammer provides a rich framework for increasing competence in cross-cultural conflict resolution. This model identifies two core, culturally-learned approaches: (1) direct or indirect strategies for resolving disagreements and (2) emotionally expressive or restrained approaches for dealing with emotional upset. Combining these approaches results in four cross-cultural conflict styles: Discussion, Engagement, Accommodation and Dynamic. The Intercultural Conflict Style (ICS) Inventory is the premier assessment tool for identifying fundamental approaches for resolving conflict across cultural and ethnic differences. The ICS Inventory is a self-scoring, easy to use, statistically valid and reliable instrument that can be used for individual, group, and organizational level assessments. This workshop is appropriate for anyone who wishes to further develop their skills in managing and resolving conflict across cultures. A variety of learning methods are used. In addition, each participant will receive the ICS Inventory to complete and the accompanying ICS Interpretive Guide. The goals of this program are:

  • Understand cultural differences that “make a difference” in conflict resolution through the lens of the four-quadrant intercultural conflict style model
  • Determine one's own intercultural conflict style
  • Discuss differences in conflict styles of various cultural and ethnic communities
  • Share experiences from the perspective of each person's own intercultural conflict style


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Negotiation in a Merger and Acquisition Context

Thursday, April 10, 2014; 1-5 PM

KSU Center, 3333 Busbee Drive, Kennesaw, GA 30144




Mr. James Decker, Senior Managing Director, Guggenheim Capital Partners
Mr. Phillip Thompson, Partner, Nelson Mullins Riley & Scarborough LLP
Dr. Michael Salvador, Director, Executive Education Programs, Kennesaw State University
Mr. Larry Stevens, School of Accountancy, Kennesaw State University

Dr. Sridhar Ramamoorti, Associate Professor, School of Accountancy, Kennesaw State University
Dr. Heather Pincock, Assistant Professor of Conflict Management, Kennesaw State University


Effective negotiation is crucial to the success of corporate mergers and acquisitions. The purpose of this pre-conference workshop is to explore and highlight negotiation best practices at all stages of the M&A life cycle including pre-M&A activity, during M&A dealmaking discussions, and in the post-M&A integration phase.


A panel of four practitioners who each bring a wealth of experience in the area of M&A will address the topics below.
* Negotiation strategies and tactics
* Bridging the differences between buyer and seller
* Common reasons that M&A negotiations stall or fail
* The advisors' role in negotiations


The workshop will be moderated by Professors Ramamoorti and Pincock who will introduce the workshop topic from an academic/conceptual perspective, followed by a discussion with the full panel focused on best practices gleaned from their extensive experience as M&A practitioners.

The perception and reality of M&A negotiations:

  • While much attention is often focused on the money in multimillion dollar (even multibillion dollar) M&A deals, less tangible factors pertaining to ambition, reputation, and identity are major drivers of the negotiations as well.
  • The balance between “the physics” (due diligence, analysis, and the hard numbers) and “the chemistry” (culture, relationships, emotions) in the negotiations.


What works and what doesn’t, a discussion of lessons learned from experience:

  • Significant factors that make or break M&A negotiations (the market ecology of M&A: the players, their roles, their positions, their power and influence, their strategies, the timing, the money etc.).
  • Selecting and customizing negotiation strategies to different types of M&A contexts and circumstances


Current and future M&A trends and their significance for negotiation:

  • M&A will increasingly take place in global and multi-cultural contexts that feature higher stakes and increased complexity in terms of culture, language, customs, conventions, laws and regulations, and precedent. What negotiation approaches, strategies, and tactics are best suited to these contexts?


A conference reception at the KSU Center will follow the one half-day workshop offering excellent networking opportunities.

We are only a few weeks away from this informative and insightful workshop, so hurry and register soon!

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