Negotiation (EC0037)

? Credit Points : 20 ? SCQF Level : 10 ? Acronym : MSE-4-NEG

This course attempts to recognise that the proper understanding of negotiation requires we go beyond the traditional boundaries of economics and address notions of bounded rationality, biases in decision making, social influence etc. providing insights into the strengths and weaknesses of standard economic analysis. It will also make extensive use of role-playing and group based simulations.

Entry Requirements

? This course is not available to visting students.

? Pre-requisites : Economics 1A or Economic Principles and Applications or Business Economics

Subject Areas

Home subject area

Business Studies, (Management School and Economics, Schedule H)

Delivery Information

? Normal year taken : 4th year

? Delivery Period : Semester 1 (Blocks 1-2)

? Contact Teaching Time : 2 hour(s) per week for 10 weeks

First Class Information

Date	Start	End	Room	Area	Additional Information
19/09/2007	09:00	10:50	Lecture Theatre C, David Hume Tower	Central

All of the following classes

Type	Day	Start	End	Area
Lecture	Wednesday	09:00	10:50	Central

Summary of Intended Learning Outcomes

The objectives of the course are to provide you with a deeper understanding of the negotiation process and to allow you to develop some facility in negotiation practice. These objectives will be achieved both through the analytical discussions provided in lecture and backed up and developed in the course readings, and through the in-class (and, when necessary, out-of-class) group simulations of negotiation. In the simulation exercises you will be actively involved in playing a role in a wide range of negotiation situations. This is a highly interactive class that will require you to develop your interpersonal and group skills.

Assessment Information

Assessment is in the form of the better of a single two- hour degree examination in April/May or a weighting of an in-class choice test (30%) and the final exam (70%).