Negotiations (P02066)

? Credit Points : 10 ? SCQF Level : 11 ? Acronym : MSE-P-BS0126

This course addresses an area where many resource allocation decisions depend not on the outcome of market forces but on the interplay of bargaining between two or more groups. Such situations may be found in purchasing a car, a carpet, or a house; in contracting for the services of a painter, a builder, or a plumber; in determining the terms and conditions of one's individual employment; in corporate take-overs; in union-management agreements concerning groups of workers; in free trade agreements within groups of countries; in divorce settlements; in setting regulatory conditions; in determining the location of an environmentally dangerous facility; and in many other areas of resource allocation.

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Entry Requirements

? This course is not available to visting students.

? Pre-requisites : PGs Only

? Costs : None

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

The intention of this course is to provide students with a skill base that will allow them to negotiate in a competent manner. There is a strong emphasis on practice, with a role playing exercise being included as a major component of almost every session. These hands-on exercises are complemented by an introduction to the intuition that underpins the theoretical analysis in this area. It should be made clear, however, that there is no attempt made to develop or analyse these models in any rigorous manner. The development and analysis of the theory per se is left to other courses.

Assessment Information

Assessment is in the form of one assessed negotiation exercise (worth 20% of the final grade), and an in-class closed book examination (worth 80% of the final grade, time allowed: 2 hours).