Postgraduate Course: Negotiation (MSc) (CMSE11102)
Course Outline
| School | Business School |
College | College of Arts, Humanities and Social Sciences |
| Credit level (Normal year taken) | SCQF Level 11 (Postgraduate) |
Availability | Not available to visiting 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 |
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.
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Entry Requirements (not applicable to Visiting Students)
| Pre-requisites |
Students MUST have passed:
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Co-requisites | |
| Prohibited Combinations | |
Other requirements | first semester of MSc Management or MSc Financial Management, and MUST attend first lecture in the course. |
Course Delivery Information
| Not being delivered |
Learning Outcomes
On completion of this course, the student will be able to:
- 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
- Discuss critically how to prepare for a negotiation by assessing one's 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 the approach to a negotiation
- Discuss critically how to craft a negotiated outcome that best addresses the interests of the party that is represented.
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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.
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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
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| Keywords | MGMT-NEG |
Contacts
| Course organiser | Prof Brian Main
Tel: (0131 6)50 8360
Email: Brian.Main@ed.ac.uk |
Course secretary | Ms Rhiannon Pilkington
Tel: (0131 6)50 8072
Email: Rhiannon.Pilkington@ed.ac.uk |
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