Postgraduate Course: Negotiations (EMBA) (CMSE11263)
Course Outline
| School | Business School |
College | College of Humanities and Social Science |
| Credit level (Normal year taken) | SCQF Level 11 (Postgraduate) |
Availability | Not available to visiting students |
| SCQF Credits | 10 |
ECTS Credits | 5 |
| Summary | The aim of this course is to combine a theoretical and analytical understanding of to the negotiation process with a practical and strategic approach that will help students to improve their potential to plan for and conduct negotiations in a range of circumstances more effectively.
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| Course description |
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.
Syllabus
Introduction to Negotiation Theory and Practice
Negotiation as a mixed motive process
Distributive Bargaining Strategies - Claiming Value
Integrative Bargaining Strategies - Creating Value
Wants and Needs - the importance of identifying underlying interests
A three-step model for negotiation preparation
Negotiating Power
Strategic behaviour in Multiparty and Multi-issue Negotiations
Alternative Dispute Resolution Processes
Student Learning Experience
The course has a strong practical emphasis, with role-playing exercises included as a component of almost every session, which are combined with comprehensive class debriefs that seek to link practice with a fundamental theoretical analysis of the negotiation process.
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Entry Requirements (not applicable to Visiting Students)
| Pre-requisites |
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Co-requisites | |
| Prohibited Combinations | |
Other requirements | None |
Course Delivery Information
| Not being delivered |
Learning Outcomes
On completion of this course, the student will be able to:
- Understand and critically discuss negotiation as a mixed motive process.
- Understand and critically discuss distributive bargaining strategies (claiming value) and integrative bargaining strategies (creating value).
- Understand and critically evaluate Wants and Needs and the importance of identifying underlying interests.
- Understand and critically discuss the three-step model for negotiation preparation.
- Understand and critically discuss negotiating power and the strategic behaviour in multiparty and multi-issue negotiations.
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Reading List
Essential Reading: Leigh Thompson (2011), The Mind and Heart of the Negotiator (5th Ed). Upper Saddle River, New Jersey Pearson Prentice Hall.
A detailed reading list will be provided during the course. |
Additional Information
| Graduate Attributes and Skills |
Cognitive and Subject Specific Skills:
Identify and where appropriate compute certain key parameters of every negotiation. These include the BATNA (Best Alternative To a Negotiated Agreement), the ZOPA (Zone Of Possible Agreement), Reserve and Target Prices, as well as assessing the relative negotiation power of the parties and their underlying interests.
Develop interpersonal skills, including those of communication, relationship enhancement and an increased ability to both add and claim value during the negotiation process as well as some third party dispute resolution skills.
Transferable Skills:
Plan for and to execute effective negation strategies in a range of situations and contexts. |
| Keywords | Negotiation Bargaining Resolution |
Contacts
| Course organiser | Dr Malcolm Kirkup
Tel: (0131 6)50 8067
Email: Malcolm.Kirkup@ed.ac.uk |
Course secretary | Miss Tammy French
Tel: (0131 6)50 3475
Email: Tammy.French@ed.ac.uk |
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