International Business Negotiations (BS0155)

? Credit Points : 10 ? SCQF Level : 11 ? Acronym : MSE-P-BS0155

This course aims to give participants an understanding of major theoretical perspectives on the nature of effective negotiation to provide a framework for translating negotiation theory and research into effective practice to provide a range of illustrations of effective (and ineffective) negotiation practice drawn from the worlds of international business, international political decision making, interpersonal and intergroup relations to sharpen participants awareness of conflict and its settlement or resolution through a variety of means including negotiation and the intervention of third parties as mediators

Entry Requirements

? This course is not available to visting students.

? Pre-requisites : PGs Only

Subject Areas

Home subject area

Business Studies, (Management School and Economics, Schedule H)

Delivery Information

? Normal year taken : Postgraduate

? Delivery Period : Block 5 only

? Contact Teaching Time : 30 hour(s) per week for 1 weeks

Summary of Intended Learning Outcomes

Using a combination of lectures, structured interactive exercises, case analyses, role playing and class discussions, this course introduces a pragmatic and effective approach to reaching agreement through negotiation. Since everyone negotiates and does so all the time it is possible to teach negotiation by taking skills that people already have - then improving upon these through systematic exploration of various themes and issues.

Assessment Information

The final Course Grade will be based on (a) individual intermediary paper - 30% (b) a group report - 70%.The participants will be requested to submit a written group report on the preparation (or the analysis) of a negotiation case study (or real situation) that will be distributed at the end of the module.