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Curricular information is subject to change
(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.
Claiming Value
Creating Value
Strategies of Influence
Dispute Resolution
Multi-round Negotiations
Team Negotiations
Student Effort Type | Hours |
---|---|
Lectures | 24 |
Specified Learning Activities | 48 |
Autonomous Student Learning | 28 |
Total | 100 |
Not applicable to this module.
Description | Timing | Component Scale | % of Final Grade | ||
---|---|---|---|---|---|
Class Test: Short questions designed to assess knowledge, the application of knowledge, analytical, problem-solving or evaluative skills. | Week 6 | n/a | Alternative linear conversion grade scale 40% | No | 40 |
Portfolio: Preparation for in-class negotiations, role play, group discussion, written reflection on exercises, application assignment, and peer feedback. | Throughout the Trimester | n/a | Graded | No | 60 |
Resit In | Terminal Exam |
---|---|
Autumn | No |
• Feedback individually to students, post-assessment
• Group/class feedback, post-assessment
• Online automated feedback
• Peer review activities
• Self-assessment activities
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.