Postgraduate Course: Negotiations (CMSE11661)
Course Outline
| School | Business School |
College | College of Arts, Humanities and Social Sciences |
| Credit level (Normal year taken) | SCQF Level 11 (Postgraduate) |
| Course type | Online Distance Learning |
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. |
| 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.
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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
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| Academic year 2024/25, Not available to visiting students (SS1)
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Quota: None |
| Course Start |
Flexible |
Timetable |
Timetable |
| Learning and Teaching activities (Further Info) |
Total Hours:
100
(
Lecture Hours 4,
Seminar/Tutorial Hours 20,
Online Activities 4,
Programme Level Learning and Teaching Hours 2,
Directed Learning and Independent Learning Hours
70 )
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| Assessment (Further Info) |
Written Exam
0 %,
Coursework
100 %,
Practical Exam
0 %
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| Additional Information (Assessment) |
Take home exam 100% |
| Feedback |
Not entered |
| No Exam Information |
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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Additional Information
| Graduate Attributes and Skills |
Not entered |
| Keywords | Not entered |
Contacts
| Course organiser | Mr Julian Rawel
Tel: (0131 6)50 8067
Email: Julian.Rawel@ed.ac.uk |
Course secretary | Ms Sarah Yaxley
Tel: (0131 6)50 3475
Email: Sarah.Yaxley@ed.ac.uk |
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