CIM: Negotiation Skills

General information

Type:	OP	Curs:	5	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	Matthew Cruickshank Owen	English Section	ENG
Ed: 3	Gaby Michaelides	English Section	ENG

Course Learning Objectives

To define, plan, conduct and reflect on a negotiation by focusing on a series of specific objectives:

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 calculate benefits and outcomes
E to assess the WAP and BATNA, and zone for dealing
F. to reflect on the negotiations carried out in class

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. 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.
5. Peer evaluation and discussion Students will be encouraged to give feedback too and discuss what happened in the different negoatiations with an aiom to learn and improve
6. Teacher-led discussion
7. Negotiations Journal Students will be expected to write a journal which outlines the main learning points and reflects on the experiences as a negotiator or as an observer

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. 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.

5. Peer evaluation and discussion

Students will be encouraged to give feedback too and discuss what happened in the different negoatiations with an aiom to learn and improve

6. Teacher-led discussion

7. Negotiations Journal

Students will be expected to write a journal which outlines the main learning points and reflects on the experiences as a negotiator or as an observer

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 class participation, and principally the final negotiation.

Timetable and sections

Group	Teacher	Department
Ed: 1	Gaby Michaelides	English Section
Ed: 1	Matthew Cruickshank Owen	English Section

Timetable Ed: 1

From 2018/9/19 to 2018/10/3:
Each Wednesday from 11:00 to 14:00.

From 2018/10/31 to 2018/11/28:
Each Wednesday from 11:00 to 14:00.

Group	Teacher	Department
Ed: 2	Gaby Michaelides	English Section
Ed: 2	Matthew Cruickshank Owen	English Section

Timetable Ed: 2

From 2019/2/6 to 2019/3/13:
Each Wednesday from 8:00 to 11:00.

From 2019/4/3 to 2019/4/10:
Each Wednesday from 8:00 to 11:00.

Group	Teacher	Department
Ed: 3	Matthew Cruickshank Owen	English Section
Ed: 3	Gaby Michaelides	English Section

Timetable Ed: 3

From 2019/6/11 to 2019/6/21:
From Tuesday to Friday from 8:00 to 11:00.

CIM: Negotiation Skills (B90011)