Postgraduate Course: Negotiations (BUST11037)

Course Outline
School	Business School	College	College of Humanities and Social Science
Credit level (Normal year taken)	SCQF Level 11 (Postgraduate)	Availability	Not available to visiting students
SCQF Credits	10	ECTS Credits	5
Summary	This course addresses an area where many resource allocation decisions depend not on the outcome of market forces but on the interplay of bargaining between two or more groups. Such situations may be found in purchasing a car, a carpet, or a house; in contracting for the services of a painter, a builder, or a plumber; in determining the terms and conditions of one's individual employment; in corporate take-overs; in union-management agreements concerning groups of workers; in free trade agreements within groups of countries; in divorce settlements; in setting regulatory conditions; in determining the location of an environmentally dangerous facility; and in many other areas of resource allocation
Course description	Not entered

Entry Requirements (not applicable to Visiting Students)
Pre-requisites		Co-requisites
Prohibited Combinations		Other requirements	For Business School PG students only, or by special permission of the School. Please contact the course secretary.

Course Delivery Information
Not being delivered

Learning Outcomes
The intention of this course is to provide students with a skill base that will allow them to negotiate in a competent manner. There is a strong emphasis on practice, with a role playing exercise being included as a major component of almost every session. These hands-on exercises are complemented by an introduction to the intuition that underpins the theoretical analysis in this area. It should be made clear, however, that there is no attempt made to develop or analyse these models in any rigorous manner. The development and analysis of the theory per se is left to other courses