HR430 – Negotiating Skills
Master of Science in Human Resource Management and Organizational Behavior
Core Course
HR430 – Negotiating Skills
Course Unit Code: HR430
Type Of Unit: Elective
Level of Course Unit: Second cycle
Year of Study: First/second year
Semester: On demand
Number of ECTS Credits: 3
Class Contact Hours: 14
Mode of Delivery
Face to Face
Prerequisites
None
Course Objectives
The objective of this course is to enhance the participants’ competencies to identify negotiation opportunities, select and apply the appropriate tactics for getting the most out of any negotiation, and build sustainable deals.
Learning Outcomes
- Distinguish basic negotiation strategies, especially distributive vs. integrative processes.
- Conceptualize the ins-and-outs of negotiation and apply these concepts into planning and preparing all kinds of professional negotiations.
- Understand the human interaction processes (psychology, communication) taking place at and around the negotiation table.
- Be better analysts of negotiation, theirs and others’, and capitalize on their own experience.
Course Content
Course Features
Planned learning activities and teaching methods
Lectures; in-class discussions and debates; in-class exercises; team work; role playing exercises.
Assessment methods and criteria
30%: Attitude in class, including presence, punctuality and active class participation
10%: Short assignment given on Saturday, to be handed in on Sunday morning
60%: Final Exam
Language of Instruction
English
Work Placement(s)
Not applicable
Readings
Recommended Reading:
1. Fisher, R. & Ury W. (2003). Getting to Yes: Negotiating Agreement without Giving In: The Secret to Successful Negotiation. Random House Business Books.
Complementary Reading:
2. Lax, D. A. (2006). 3-D Negotiation. Harvard Business School Press.
3. Lax, D. A. & Sebenius (1986). J. The Manager as Negotiator. The Free Press.
4. Lempereur, A. & Colson, A. (2010). The First Move: A Negotiator Companion. John Wiley & Sons.
5. Lewicki, R.J., Barry, B., & Saunders D. (2010). Negotiation. McGraw-Hill Higher Education.
6. Mnookin, R. & Sussking L. (1999). Negotiating on behalf of others: Advice to lawyers, business executives, sports agents, diplomats, politicians and everybody else. Sage Publications
7. Mnookin, R., Peppet, S. & Tulumello, A. (2000). Beyond Winning. Negotiating to create value in deals and disputes. Harvard University Press.
8. Raiffa, H. (1982). The Art and Science of Negotiation. Harvard University Press.
9. Thompson, L. (2004). The Mind and Heart of the Negotiator. Prentice Hall.
10. Ury, W. (1993). Getting Past No. Bantam Books.
11. Ury, W., Brett, J. & Goldberg, S. (1988). Getting Disputes Resolved: Designing Systems to Cut the Cost of Conflict. Program on Negotiation Books.
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