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This course is designed to enable you to develop a greater understanding of negotiation theory and practice, to begin to develop negotiation skills, and to develop an introductory appreciation of dispute resolution techniques, especially mediation. AND to have fun doing it! The key to having fun is to do the work at an honest level and participate fully and unself-consciously. Just be yourself and get stuck in.
The course begins with a brief introduction to some theories and models of negotiation and then focuses at some length on strategic and tactical approaches to negotiation, before finishing with a brief consideration of alternative dispute resolution techniques that may be applicable if – sadly – negotiations do not lead to an agreement. The course is largely an experiential course – you learn by doing, and then reflecting on what you’ve done. We lay out a negotiation model to guide you. We talk about bargaining strategies and tactics. We encourage you to develop your personal ‘philosophy’ or approach to negotiations. But the core of the course is you negotiating with colleagues in a series of increasingly demanding cases, and having the opportunity to reflect on what and how you did, with the guidance of someone who knows a bit about it.
One per week (1 hour 50 minutes) or equivalent group project time in most weeks of the semester
| Internal assessment Negotiation simulation exercise Individual reflective journal Tutorial-based negotiation exercise |
30% 10% 25% |
| Final exam | 35% |
Lewicki, R. J., Saunders, D. M., & Barry, B. (2010). Negotiation (6th ed.). Boston: McGraw-Hill Irwin.
Available at the University Bookshop.
2011 course outline (374KB).