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BMGT20190

Academic Year 2024/2025

Introduction to Negotiations (BMGT20190)

Subject:
Business Management
College:
Business
School:
Business
Level:
2 (Intermediate)
Credits:
5
Module Coordinator:
Dr Virginia Stewart
Trimester:
Spring
Mode of Delivery:
On Campus
Internship Module:
No
How will I be graded?
Letter grades

Curricular information is subject to change.

Negotiation is the art and science of securing agreements and resolving disputes between two or more interdependent parties. In this course, you will gain a broad intellectual understanding of negotiation concepts, principles, and theories that are supported by scientific research. The conceptual frameworks that we will discuss apply to negotiations across a variety of contexts. A deep understanding of the art and science of negotiation offers many benefits, including more effective decision making and the promotion of a professional image. Through this course’s hands-on exercises, you will be challenged to plan and execute negotiation strategies both in and out of class. You will prepare for and engage in a variety of negotiation exercises (individually and as a team).

Materials: Students are required to register and pay for access to the negotiations website idecisiongames.com (estimated at 60 euros). The textbook is free through the UCD library.

About this Module

Learning Outcomes:

(1) Become a more knowledgeable negotiator. To gain a broad, intellectual understanding of the central concepts in negotiation. These concepts will be the building blocks from which we can systematically understand and evaluate a negotiation process and develop a toolbox of effective negotiation principles and tactics derived from rigorous theory and research.

(2) Become a more effective negotiator. Learn how to apply this toolbox of principles and tactics in practice to improve your negotiation skills, processes, and outcomes.

(3) Become a more reflective negotiator. Adopt the habit of continually evaluating, and seeking to enhance, your knowledge and effectiveness.

Indicative Module Content:

Claiming Value
Creating Value
Strategies of Influence
Dispute Resolution
Multi-round Negotiations
Team Negotiations


Student Effort Hours:
Student Effort Type Hours
Lectures

24
Specified Learning Activities

48
Autonomous Student Learning

28
Total

100

Approaches to Teaching and Learning:
This is a highly experiential course in which you are required do much more than sit and listen. Your time in the classroom will be used to negotiate so you can gain experience while also testing out the effectiveness of the negotiations concepts from the readings. After the negotiations conclude, the lecturer will debrief you on your roles and experiences and will tie the discussion to negotiations theory and research.

Requirements, Exclusions and Recommendations

Not applicable to this module.


Module Requisites and Incompatibles
Not applicable to this module.
 

Assessment Strategy
Description Timing Component Scale Must Pass Component % of Final Grade In Module Component Repeat Offered
Exam (In-person): In-class midterm designed to assess mastery of core negotiation concepts and terminology. One hour, short answer and multiple choice. Week 6, Week 7 Graded No
40
 No
Portfolio: Preparation, execution, and reflection on weekly in-class negotiations. Independent application project and overall module learning summary. Week 1, Week 2, Week 3, Week 4, Week 5, Week 6, Week 7, Week 8, Week 9, Week 10, Week 11, Week 12 Graded No
60
 No

Carry forward of passed components
Yes
 

Resit In Terminal Exam
Autumn No
Please see Student Jargon Buster for more information about remediation types and timing. 

Feedback Strategy/Strategies

• Feedback individually to students, post-assessment
• Group/class feedback, post-assessment
• Online automated feedback
• Peer review activities
• Self-assessment activities

How will my Feedback be Delivered?

Instructor will provide class feedback on each negotiation exercise conducted within class. Students can also study their performance on the simulation website. Individual assignments will receive instructor and peer feedback.

Negotiation Genius
Malhotra, Deepak; Bazerman, Max H
2007
Full text available online from UCD Library

Timetabling information is displayed only for guidance purposes, relates to the current Academic Year only and is subject to change.
Spring Lecture Offering 1 Week(s) - 20, 21, 22, 23, 24, 25, 26, 30, 31, 32, 33 Fri 11:00 - 12:50
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