MB680 – Communication and Negotiation Skills
Master in Business Administration
Core Course
MB680 – Communication and Negotiation Skills
Course Unit Code: MB680
Type Of Unit: Core
Level of Course Unit: Second cycle
Year of Study: First/second year
Semester: On demand
Number of ECTS Credits: 6
Class Contact Hours: 28
Mode of Delivery
Face to Face
Prerequisites
None
Course Objectives
The objective of this course is to expose students to best practices in order to apply and develop advanced communication 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
- Develop advanced verbal and non-verbal communication skills essential in culturally diverse and individually differential settings.
- Develop active listening, observational and constructive feedback skills.
- Plan, prepare and deliver an effective business presentation.
- 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, especially in conflict settings.
- Develop advanced verbal and non-verbal communication skills essential in culturally diverse and individually differential settings.
Course Content
Course Features
Planned learning activities and teaching methods
Lectures; in-class discussions and debates; team work; presentations; peer evaluation; peer – to – peer instruction; questionnaire analysis; networking activities; “live” project, video case studies; negotiation role playing exercises
Assessment methods and criteria
20% participation during the course – assessed by instructors based on timely attendance, interest, active participation team and role playing, and discussions
80% individual assignments – assessed by instructors
Language of Instruction
English
Work placement(s)
Not applicable
Readings
Recommended or required reading (Communication Skills)
Textbooks:
Cheesebro, T., O’Connor, L., Rios, F. (2006), Communication Skills, Preparing for Career Success , Chapters 1-5 (3 rd ed.), Pearson
Mullins, L.J. (2007). Management & Organisational Behaviour , Chapter 6 (8th ed.).Harlow, England: FT Prentice Hall, Pearson Education Ltd
Further reading:
Back, K. (2005). Assertiveness at work . London: McGraw – Hill
Jay, R. (2003). How to write proposals & reports that get results . Harlow, England: Pearson Business
Maude, B (2011). Managing Cross – Cultural Communication . Principles and Practice, Basingstoke, England: Palgrave Macmillan,
Oliver, R. & Janni, N. (2004). Peak performance presentations . London: Spiro Press Patterson, K. et al (2002). Crucial Conversations: tools for talking when stakes are high. New York: McGraw Hill
Rodenburg, P. (2007). Presence. London: Penguin
Seligman,M.E.P. (2006). Learned Optimism New York: Vintage
Videos:
Cuddy.A. (2012) Your Body Language Shapes Who You Are https://www.youtube.com/watch?v=Ks-_Mh1QhMc
Duarte,N. (2010) The Secret Structure of Great Talks https://www.youtube.com/watch?v=1nYFpuc2Umk#t=18
Pease, A. (2012) Body Language https://www.youtube.com/watch?v=ZZZ7k8cMA-4
Recommended or required reading for Negotiation Skills
Reading:
Fisher, R. & Ury W. (2003). Getting to Yes: Negotiating Agreement without Giving In: The Secret to Successful Negotiation . Random House Business Books
Complementary Reading:
Lax, D. A. (2006). 3 – D Negotiation . Harvard Business School Press.
Lax, D. A. & Sebenius (1986). J. The Manager as Negotiator . The Free Press.
Lempereur, A. & Colson, A. (2010). The First Move: A Negotiator Companion . John Wiley & Sons.
Lewicki, R.J., Barry, B., & Saunders D. (2010). Negotiation . McGraw – Hill Higher Education.
Mnookin, R. & Sussking L. (1999). Negotiating on behalf of others: Advice to lawyers, business executives, sports agents, diplomats, politicians and everybody else . Sage Publications
Mnookin, R., Peppet, S. & Tulumello, A. (2000). Beyond Winning. Negotiating to create value in deals and disputes . Harvard University Press.
Raiffa, H. (1982). The Art and Science of Negotiation . Harvard University Press.
Thompson, L. (2004). The Mind and Heart of the Negotiator . Prentice Hall.
Ury, W. (1993). Getting Past No . Bantam Books.
Ury, W., Brett, J. & Goldberg, S. (1988). Getting Disputes Resolved: Designing Systems to Cut the Cost of Conflict . Program on Negotiation Books.
English (UK) 
Ελληνικά