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DEGREE REGULATIONS & PROGRAMMES OF STUDY 2016/2017

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DRPS : Course Catalogue : Business School : Common Courses (Management School)

Postgraduate Course: Negotiation (MSc) (CMSE11102)

Course Outline
SchoolBusiness School CollegeCollege of Humanities and Social Science
Credit level (Normal year taken)SCQF Level 11 (Postgraduate) AvailabilityNot available to visiting students
SCQF Credits15 ECTS Credits7.5
SummaryThe 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 Syllabus:
The Economics of Negotiation
The Social Psychology of Negotiation
The Strategy of Negotiation
Multi-Issue Multi-Party Negotiation
Win-Win Negotiation
Third Party Dispute Resolution
Negotiation in the Shadow of the Law
Strikes
Ethics of Negotiation; Social dilemmas
Multiple choice test; Course feedback discussion

Student Learning Experience:
Each teaching unit comprises an analytical component which is backed up by a simulation exercise where students enact a particular role in a negotiation. There is a learning-by-doing aspect to this course.
Entry Requirements (not applicable to Visiting Students)
Pre-requisites Co-requisites
Prohibited Combinations Other requirements None
Course Delivery Information
Academic year 2016/17, Not available to visiting students (SS1) 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 )
Assessment (Further Info) Written Exam 70 %, Coursework 30 %, Practical Exam 0 %
Additional Information (Assessment) - 30% Multiple Choice test
- 70% Exam
In the take-home exam students will be given a specific case with a set of questions prompting them to analyse a negotiation case and provide a summary and analysis of the situation. They will be expected to identify key parameters and landmarks in the negotiation process as depicted in the case and suggest a course of action (maximum word limit of 2,000 words, time limit 48 hours).
Feedback Weeks 1-10 there will be verbal feedback on weekly basis regarding simulated negotiation exercises.
Post the multiple choice there will be a discussion of the learning points and individual feedback on performance.
Post-exam there will be feedback written individual comment and by summative overview of class performance on exam.
No Exam Information
Learning Outcomes
On completion of this course, the student will be able to:
  1. Critically evaluate how the economics of the situation combines with the social psychology of the context to inform the strategic options available to the negotiating parties
  2. Discuss critically how to prepare for a negotiation by assessing one's own and counterparties positions and interests.
  3. 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
  4. Draw on recent developments in behavioural economics, social psychology and strategic behaviour to inform the approach to a negotiation
  5. Discuss critically how to craft a negotiated outcome that best addresses the interests of the party that is represented.
Reading List
Leigh Thompson, The Mind and Heart of the Negotiator, Prentice Hall, Pearson; 6th edition Global Edition (2015), ISBN-10: 1292073330.
OR, Leigh Thompson, The Mind and Heart of the Negotiator, Prentice Hall, Pearson; 6th edition International edition (2014), ISBN-10: 1292073330.
Additional Information
Graduate Attributes and Skills Through the active learning aspect of the course (the simulated negotiation exercises, which involve extensive role-playing), students will improve their interpersonal skills, numeracy and team-working.

Cognitive Skills:
After completing this course, students should be able to:
-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

Subject Specific Skills :
After completing this course, students should be able to:
-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
-Be familiar with the aspects of game theory that impact on negotiation (such as the negotiator's dilemma)
-Make 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
-Recognise a negotiating situation
-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
KeywordsMGMT-NEG
Contacts
Course organiserProf Brian Main
Tel: (0131 6)50 8360
Email: Brian.Main@ed.ac.uk
Course secretaryMr Peter Newcombe
Tel: (0131 6)51 3013
Email: Peter.Newcombe@ed.ac.uk
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