BUSI4P410: Negotiation (EBS)

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• To develop student understanding of negotiation typologies and processes and support the development of negotiation skills
• To enable students to understand and simulate the impact of varying negotiation strategies and tactics
• To enable students to gain a deeper understanding and appreciation of the influence of culture and gender on negotiation
• To provide students with an iterative methodology and process for effective negotiation, conflict reduction, compromise development and co-operation strategies.

• Assessment strategies for own negotiation situation
• Strategies for learning about the negotiating partner
• The role of context and power
• Selecting a negotiation strategy
• Realising the negotiation strategy
• Reacting in the negation process: alternative strategies
• Tools and methodologies for conflict reduction
• Escalation mechanisms and the involvement of third parties
• Opportunities and threats in the negotiation process

Subject-specific Knowledge:

• Upon successful completion of the module, the students will:
• have an advanced knowledge and critical awareness of different negotiation strategies and their potential impact in the negotiation process.
• have a critical awareness of strategic leadership skills for negotiation management.

Subject-specific Skills:

• Upon successful completion of the module, the students will be able to:
• understand and critically assess different parties' roles in a specific negotiation situation including soft and hard factors.
• create flexible and innovative alternatives in problematic negotiation situations.
• critically appreciate and evaluate the role of third parties in the negotiation process.

Key Skills:

• Written communication
• Planning, organising and time management
• Problem solving and analysis
• Using initiative
• Computer literacy

• Learning outcomes are met through classroom-based workshops, and simulations. The workshops consist of a combination of taught input, groupwork, case studies and discussion.
• The formative assessment consists of classroom-based exercises and simulations in which individuals and groups apply the concepts introduced, and analyse their applicability and effectiveness in specific business situations/problems relevant to the learning outcomes of the module.
• The summative assessment comprises a detailed individual report outlining the key considerations and recommended approach to a two-party negotiation through which the acquisition and articulation of a critical understanding to negotiation and knowledge of strategy, tactics and skills of application and interpretation within the defined business context are tested.

Classroom-based exercises involving individual and group analyses and presentations on specific business situations/problems relevant to the learning outcomes of the module. Oral and written feedback will be given on a group and/or individual basis as appropriate.

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