Postgraduate Course: Negotiation (MSc) (CMSE11102)
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 | 15 |
ECTS Credits | 7.5 |
| Summary | The aim of the course is to help you develop an understanding of negotiation. A particular emphasis is placed on understanding the ubiquitous nature of negotiation in business and the fundamental importance of the analytical underpinnings offered by economics, social psychology and strategic behaviour. Most of the examples are drawn from the world of business but range widely from buying and selling a used car or negotiating a job salary to more complex situations where multiple stakeholders (e.g. corporate vice presidents) and negotiating over multiple issues (such as developing a market consisting of a number of shops). |
| Course description |
Syllabus:
The Economics of Negotiation
The Social Psychology of Negotiation
The Strategy of Negotiation
Multi-Issue Multi-Party Negotiation
Win-Win Negotiation
Third Party Dispute Resolution
Negotiation in the Shadow of the Law
Strikes
Ethics of Negotiation; Social dilemmas
Multiple choice test; Course feedback discussion
Student Learning Experience:
Each teaching unit comprises an analytical component which is backed up by a simulation exercise where students enact a particular role in a negotiation. There is a learning-by-doing aspect to this course.
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Entry Requirements (not applicable to Visiting Students)
| Pre-requisites |
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Co-requisites | |
| Prohibited Combinations | |
Other requirements | None |
Course Delivery Information
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| Academic year 2015/16, Not available to visiting students (SS1)
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Quota: None |
| Course Start |
Semester 2 |
Timetable |
Timetable |
| Learning and Teaching activities (Further Info) |
Total Hours:
150
(
Lecture Hours 19,
Seminar/Tutorial Hours 8,
Summative Assessment Hours 2,
Programme Level Learning and Teaching Hours 3,
Directed Learning and Independent Learning Hours
118 )
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| Assessment (Further Info) |
Written Exam
70 %,
Coursework
30 %,
Practical Exam
0 %
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| Additional Information (Assessment) |
- 30% Multiple Choice test
- 70% Exam
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| Feedback |
All students will be given at least one formative feedback or feedforward event for every course they undertake, provided during the semester in which the course is taken and in time to be useful in the completion of summative work on the course. Such feedback may be at course or programme level, but must include input of relevance to each course in the latter case.
Feedback deadlines
Feedback on formative assessed work will be provided within 15 working days of submission, or in time to be of use in subsequent assessments within the course, whichever is sooner. Summative marks will be returned on a published timetable, which has been made clear to students at the start of the academic year.
Students will gain feedback on their understanding of the material when they discuss their answers to the tutorial questions in the tutorials. Students may also ask questions in Lectures to assess their knowledge.
Feedback format:
Verbal feedback on weekly basis regarding simulated negotiation exercises
Feedback on exam by written individual comment and by summative overview of class performance on exam |
| No Exam Information |
Learning Outcomes
On completion of this course, the student will be able to:
- Critically evaluate how the economics of the situation combines with the social psychology of the context to inform the strategic options available to the negotiating parties
- Discuss critically how to prepare for a negotiation by assessing one¿s own and counterparties positions and interests.
- Understand, speak and write the language of negotiation in order to communicate effectively with other seasoned negotiators and represent own thinking about a particular situation in clear analytical terms
- Draw on recent developments in behavioural economics, social psychology and strategic behaviour to inform the approach to a negotiation
- Discuss critically how to craft a negotiated outcome that best addresses the interests of the party that is represented.
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Reading List
| Thompson, L. (2012). The Mind and Heart of the Negotiator, 5th edition. Harlow: Prentice Hall |
Additional Information
| Graduate Attributes and Skills |
Cognitive Skills:
After completing this course, students should be able to:
-Understand the economic analysis of negotiation
-Be able to utilise social psychology in the context of a business negotiation
-Evaluate the potential for strategic behaviour in the context of a negotiation situation
Subject Specific Skills :
After completing this course, students should be able 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 and so on
-Be familiar with the aspects of game theory that impact on negotiation (such as the negotiator¿s dilemma)
-Make extensive use of role playing and group based simulations will develop interpersonal and group dynamic skills
-Evaluation of how the economics of the situation combines with the social psychology of the context to inform the strategic options available to the negotiating parties
-Recognise a negotiating situation
-Prepare for a negotiation by assessing own and counterparties positions and interests.
-Understand, speak and write the language of negotiation in order to communicate effectively with other seasoned negotiators and represent own thinking about a particular situation in clear analytical terms
-Draw on recent developments in behavioural economics, social psychology and strategic behaviour to inform approach to a negotiation
-Establish whether a negotiated outcome is possible
-Craft a negotiated outcome that best addresses the interests of the party that you represent
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| Keywords | MGMT-NEG |
Contacts
| Course organiser | Dr Kristina Potocnik
Tel: (0131 6)50 4307
Email: |
Course secretary | Mr Peter Newcombe
Tel: (0131 6)51 3013
Email: |
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