MB830 – Communicating & Negotiating Effectively
Master in Business Administration (MBA)-Distance Learning
Core Course
MB830 – Communicating & Negotiating Effectively
Mode of Delivery
Distance Learning
Prerequisites
Course Objectives
The objective for this course is to expose students to best practices in order to apply and develop advanced communication and negotiation skills. The second half of the course will be dedicated to negotiation, a specific communication exercise, where two or more parties try to reach a joint decision. It will cover different negotiation approaches (namely distributive and integrative), preparation, negotiation process, as well as an introduction to conflict management and mediation (where a third party helps people negotiate a way out of their conflict).
Learning Outcomes
1. Describe a negotiation situation and its characteristics, concepts of power,
representativeness in negotiations, multilateral and bilateral negotiation
dynamics
2. Distinguish, understand and use negotiation strategies and tactics in different
negotiation situations and processes
3. Conceptualize the ins-and-outs of negotiation and apply these concepts into
planning and preparing of all kinds of professional negotiations.
4. Explain the human interaction and communication processes (psychology,
communication, emotions, resilience, mindfulness, influence and persuasion)
taking place at and around the negotiation table and during the conflicting
interactions
5. Explain what is conflict and why conflict occurs, how to deal with overt and
covert conflicts, what are the mechanisms of conflict resolution
6. Explain how mediation works and what is this as a process, what is the role
of the mediator and the tools that mediator uses
7. Develop advanced verbal and non-verbal communication skills essential in
culturally diverse and individually differential settings
8. Develop active listening, observational and constructive feedback skills
9. Plan, prepare and deliver an effective business presentation
10. Write an effective business report
Course Content
1st week: Introduction in Communication in Organizational Teams
2nd week: Presentation Skills I
3rd week: Presentation Skills II
4th week: Writing Skills I
5th week: Writing Skills II
6th week: Cross Cultural Communication
7th week: Introduction to negotiations and preparation
8th week: Strategies and tactics, distributive negotiations
9th week: Strategies and tactics, integrative negotiations
10th week: Multilateral negotiations
11th week: Emotions and psychological biases
12th week: Conflict and Mediation
Course Features
Assessment: Exam
English (UK) 
Ελληνικά