Postgraduate Course: Negotiations - Executive Education (BUST11234)

Course Outline
School	Business School	College	College of Arts, Humanities and Social Sciences
Credit level (Normal year taken)	SCQF Level 11 (Postgraduate)	Availability	Not available to visiting students
SCQF Credits	10	ECTS Credits	5
Summary	The aim of this course is to combine a theoretical and analytical understanding of to the negotiation process with a practical and strategic approach that will help students to improve their potential to plan for and conduct negotiations in a range of circumstances more effectively.
Course description	Academic description: 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. Outline content: Introduction to Negotiation Theory and Practice Negotiation as a mixed motive process Distributive Bargaining Strategies - Claiming Value Integrative Bargaining Strategies - Creating Value Wants and Needs - the importance of identifying underlying interests A three-step model for negotiation preparation Negotiating Power Strategic behaviour in Multiparty and Multi-issue Negotiations Alternative Dispute Resolution Processes Student learning experience: The course has a strong practical emphasis, with role-playing exercises included as a component of almost every session, which are combined with comprehensive class debriefs that seek to link practice with a fundamental theoretical analysis of the negotiation process.

Entry Requirements (not applicable to Visiting Students)
Pre-requisites		Co-requisites
Prohibited Combinations		Other requirements	None

Course Delivery Information
Not being delivered

Learning Outcomes
On completion of this course, the student will be able to: Understand and critically discuss negotiation as a mixed motive process. Understand and critically discuss distributive bargaining strategies (claiming value) and integrative bargaining strategies (creating value). Understand and critically evaluate Wants and Needs and the importance of identifying underlying interests. Understand and critically discuss the three-step model for negotiation preparation. Understand and critically discuss negotiating power and the strategic behaviour in multiparty and multi-issue negotiations.