CIM: Negotiations Skills (BBA90008)
General information
Type: |
OP |
Curs: |
3 |
Period: |
S semester |
ECTS Credits: |
2 ECTS |
Teaching Staff:
Group |
Teacher |
Department |
Language |
Ed: 1 |
Gaby Michaelides |
English Section |
ENG |
Ed: 1 |
Matthew Cruickshank Owen |
English Section |
ENG |
Group |
Teacher |
Department |
Language |
Ed: 2 |
Gaby Michaelides |
English Section |
ENG |
Ed: 2 |
Matthew Cruickshank Owen |
English Section |
ENG |
Group |
Teacher |
Department |
Language |
Ed: 3 |
Gaby Michaelides |
English Section |
ENG |
Ed: 3 |
Matthew Cruickshank Owen |
English Section |
ENG |
Prerequisites
Completed BBA 1 & 2
Pass English III
Workload distribution
Contact hours: 24 (These include input sessions, student participation and individual feedback and counselling) Independent work: 16 hours
Course Learning Objectives
To learn to define, plan, conduct and reflect on a negotiation.
This involves focusing on a series of more specific objectives during the course:
A. to identify the interests and issues of all parties
B. to negotiate simple or complex deals working either alone or as a team
C. to learn to package and trade concessions
D. to protect oneself and one's team from bias
E. to calculate benefits and outcomes
F. to assess the WAP and BAFTA, and zone for dealing
Competences
3. Taking decisions / making judgments |
5. Ability for continuous learning/Ability to learn continually |
Relation between Activities and Competences
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3 |
5 |
Attendance |
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Participation |
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CONTENT
1. Theoretical aspects of negotiations Short input sessions on theoretical aspects of negotiations, including integrative and distributive strategies, planning, the role of arbitration, game theory and active listening. |
2. Phases and roles in negotiation situations Simple and more complex practical exercises to experience different phases and roles in negotiation situations. |
3. Strategies and behaviours Observation of others and reflection and feedback on successful and less successful strategies and behaviours. |
4. Readings and commentaries Readings and commentaries from key academic and practitioner sources. |
5. Video recordings, films and live performances Critical viewing of video recordings, films and live performances to assess self and others in terms of body language, spoken language and negotiation styles. |
6. Peer evaluation and discussion |
7. Teacher-led discussion |
Relation between Activities and Contents
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1 |
2 |
3 |
4 |
5 |
6 |
7 |
Attendance |
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Participation |
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Methodology
Assessment criteria
Attendance:
Given the characteristics of the course, there is a minimum requirement of 75% attendance. Failure to meet this requirement automatically leads to a fail.
Course evaluation
There is continuous evaluation throughout the course, with negotiations becoming more complex and longer, with opportunities to experience as many negotiation roles as possible. Attendance and participation are taken into account. A mature and proactive approach to both class activities and independent work is considered essential.
Course Journal: 50% of course grade
The participation grade is based on the course journal. Students must show they have assimilated the course inputs and express their own reflections
on them.
Negotiation grade 50%
This is based on the in class participation, and principally the final negotiation.
Bibliography
Bibliography and supplementary material:
Relevant reading and viewing material will be recommended by the teacher during the course.
Timetable and sections
Group |
Teacher |
Department |
Ed: 1 |
Gaby Michaelides |
English Section |
Ed: 1 |
Matthew Cruickshank Owen |
English Section |
Timetable Ed: 1
From 2017/9/27 to 2017/11/29:
Each Wednesday from 8:00 to 11:00. (Except: 2017/10/18 and 2017/11/1)
Group |
Teacher |
Department |
Ed: 2 |
Gaby Michaelides |
English Section |
Ed: 2 |
Matthew Cruickshank Owen |
English Section |
Timetable Ed: 2
From 2018/2/7 to 2018/3/7:
Each Wednesday from 8:00 to 11:00.
From 2018/4/11 to 2018/4/25:
Each Wednesday from 8:00 to 11:00.
Group |
Teacher |
Department |
Ed: 3 |
Gaby Michaelides |
English Section |
Ed: 3 |
Matthew Cruickshank Owen |
English Section |
Timetable Ed: 3
From 2018/6/18 to 2018/6/28:
From Monday to Thursday from 8:00 to 11:00.
Monday 2018/7/16 from 9:00 to 11:30.