Postgraduate Course: Negotiation (MSc) (CMSE11102)
Course Outline
| School | Business School |
College | College of Humanities and Social Science |
| Credit level (Normal year taken) | SCQF Level 11 (Postgraduate) |
Availability | Available to all students |
| SCQF Credits | 15 |
ECTS Credits | 7.5 |
| Summary | The aim of the course is to help you develop an understanding of negotiation. A particular emphasis is placed on understanding the ubiquitous nature of negotiation in business and the fundamental importance of the analytical underpinnings offered by economics, social psychology and strategic behaviour. Most of the examples are drawn from the world of business but range widely from buying and selling a used car or negotiating a job salary to more complex situations where multiple stakeholders (e.g. corporate vice presidents) and negotiating over multiple issues (such as the specification of a new car model to be produced). |
| Course description |
Not entered
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Entry Requirements (not applicable to Visiting Students)
| Pre-requisites |
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Co-requisites | |
| Prohibited Combinations | |
Other requirements | None |
Information for Visiting Students
| Pre-requisites | None |
Course Delivery Information
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| Academic year 2014/15, Not available to visiting students (SS1)
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Quota: None |
| Course Start |
Semester 2 |
Timetable |
Timetable |
| Learning and Teaching activities (Further Info) |
Total Hours:
150
(
Lecture Hours 19,
Seminar/Tutorial Hours 8,
Summative Assessment Hours 2,
Programme Level Learning and Teaching Hours 3,
Directed Learning and Independent Learning Hours
118 )
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| Assessment (Further Info) |
Written Exam
70 %,
Coursework
30 %,
Practical Exam
0 %
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| Additional Information (Assessment) |
- 30% Multiple Choice test
- 70% Exam
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| Feedback |
Not entered |
| No Exam Information |
Learning Outcomes
Knowledge and Understanding
Building block Skills:
* Understand the concept of Best Alternative to a Negotiated Agreement (BATNA).
* Understand whether there is a zone of possible agreement among the parties
* Be familiar with any framing of the negotiation
* Be familiar with anchoring and escalation of commitment in their negotiation
* Understand effective Communication through active listening
* Be familiar with cultural differences that exist among the negotiating parties.
* Understand the role of audiences and constituencies
* Be familiar with the role and dynamics of coalitions
* Understand how to separate people from the problem
* Be aware of the interests underlying positions
* Understand how to develop options for mutual gains
* Be able to identify objective criteria
* Be familiar with the various forms of negotiation situation that can arise in business
* Be capable of critical assessment of the positions and interests of the negotiating parties
Advanced topics and special interest:
* Morals and ethics in negotiation
* Alternative Dispute Resolution - mediation and arbitration
* Negotiating in the shadow of the law
* Trade union negotiation and strikes
* Environmental negotiation
* Negotiating with Regulators
* Electronic negotiation.
Intellectual skills and personal development
Cognitive skills:
* Understand the economic analysis of negotiation
* Be able to utilise social psychology in the context of a business negotiation
* Evaluate the potential for strategic behaviour in the context of a negotiation situation
Key skills:
* Recognise that the proper understanding of negotiation requires we go beyond the traditional boundaries of economics and address notions of bounded rationality, biases in decision making, social influence and so on.
* Familiarity with the aspects of game theory that impact on negotiation (such as the negotiator's dilemma).
* Extensive use of role playing and group based simulations will develop interpersonal and group dynamic skills.
* Evaluation of how the economics of the situation combines with the social psychology of the context to inform the strategic options available to the negotiating parties
Subject specific /career skills
On completion of the assessed course work students should be able to:
* Be able to recognise a negotiating situation
* Be able to prepare for a negotiation by assessing own and counterparties positions and interests.
* Understand, speak and write the language of negotiation in order to communicate effectively with other seasoned negotiators and represent own thinking about a particular situation in clear analytical terms
* Draw on recent developments in behavioural economics, social psychology and strategic behaviour to inform approach to a negotiation
* Establish whether a negotiated outcome is possible
* Craft a negotiated outcome that best addresses the interests of the party that you represent.
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Additional Information
| Graduate Attributes and Skills |
Not entered |
| Keywords | MGMT-NEG |
Contacts
| Course organiser | Dr Kristina Potocnik
Tel: (0131 6)50 4307
Email: Kristina.Potocnik@ed.ac.uk |
Course secretary | Mr Peter Newcombe
Tel: (0131 6)51 3013
Email: Peter.Newcombe@ed.ac.uk |
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