BUSI4ZB15: NEGOTIATION MANAGEMENT

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• 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
• Realizing 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.
• be able to flexibly create innovative alternatives in problematic situations.
• be able to 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 will be met through a combination of lectures, group work, case studies, class exercises and discussions, supported by guided reading.
• The assessment of the module by written assignment is designed to:
• test the acquisition and articulation of knowledge and critical understanding;
• test skills of application and interpretation.

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 individual basis as appropriate.

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