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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

3 5
Attendance    
Participation    

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

1 2 3 4 5 6 7
Attendance              
Participation              

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.