{"id":6426,"date":"2023-05-31T11:09:54","date_gmt":"2023-05-31T08:09:54","guid":{"rendered":"https:\/\/www.uol.ac.cy\/?post_type=courses&#038;p=6426"},"modified":"2024-10-17T14:29:56","modified_gmt":"2024-10-17T11:29:56","slug":"mb680-communication-and-negotiation-skills","status":"publish","type":"courses","link":"https:\/\/www.uol.ac.cy\/en\/courses\/mb680-communication-and-negotiation-skills\/","title":{"rendered":"MB680 \u2013 Communication and Negotiation Skills"},"content":{"rendered":"","protected":false},"featured_media":0,"template":"","meta":{"_acf_changed":false,"_seopress_robots_primary_cat":"","_seopress_titles_title":"","_seopress_titles_desc":"","_seopress_robots_index":"","_uag_custom_page_level_css":"","site-sidebar-layout":"default","site-content-layout":"default","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"default","adv-header-id-meta":"","stick-header-meta":"default","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"set","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}}},"class_list":["post-6426","courses","type-courses","status-publish","hentry"],"acf":[],"spectra_custom_meta":{"_last_editor_used_jetpack":["classic-editor"],"_edit_lock":["1729164617:17"],"_edit_last":["17"],"c_course_main_title":["Master in Business Administration"],"_c_course_main_title":["field_6447c49f617d3"],"c_course_unit_title":["Communication and Negotiation Skills"],"_c_course_unit_title":["field_6447c246335b9"],"course_unit_code":["MB680"],"_course_unit_code":["field_63f6047058b75"],"type_of_unit":["Core"],"_type_of_unit":["field_63f6047758b76"],"level_of_course_unit":["Second cycle"],"_level_of_course_unit":["field_63f6047c58b77"],"year_of_study":["First\/second year"],"_year_of_study":["field_63f6048558b78"],"semester":["On demand"],"_semester":["field_63f6049158b79"],"number_of_ects_credits":["6"],"_number_of_ects_credits":["field_63f6049b58b7a"],"class_contact_hours":["28"],"_class_contact_hours":["field_63f604a358b7b"],"course_unit_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)."],"_course_unit_objectives":["field_63f606bd0ec15"],"c_learning_outcomes":["The students completing the course should be able to:"],"_c_learning_outcomes":["field_63f607e69bd76"],"c_learning_outcomes_description":["<ul>\r\n \t<li>Develop advanced verbal and non-verbal communication skills essential in culturally diverse and individually differential settings.<\/li>\r\n \t<li>Develop active listening, observational and constructive feedback skills.<\/li>\r\n \t<li>Plan, prepare and deliver an effective business presentation.<\/li>\r\n \t<li>Distinguish basic negotiation strategies, especially distributive vs. integrative processes.<\/li>\r\n \t<li>Conceptualize the ins-and-outs of negotiation and apply these concepts into planning and preparing all kinds of professional negotiations.<\/li>\r\n \t<li>Understand the human interaction processes (psychology, communication) taking place at and around the negotiation table, especially in conflict settings.<\/li>\r\n \t<li>Develop advanced verbal and non-verbal communication skills essential in culturally diverse and individually differential settings.<\/li>\r\n<\/ul>"],"_c_learning_outcomes_description":["field_63f607f99bd77"],"c_mode_of_delivery":["Mode of Delivery"],"_c_mode_of_delivery":["field_6447c76184617"],"c_prerequisites":["None"],"_c_prerequisites":["field_6447c76c84618"],"c_course_content":["<ol>\r\n \t<li>Understanding communication<\/li>\r\n \t<li>Communication styles, attitudes &amp; non-verbal communication<\/li>\r\n \t<li>Communicate confidently, persuade &amp; influence others<\/li>\r\n \t<li>Active listening, clarifying &amp; questioning<\/li>\r\n \t<li>Getting your message across<\/li>\r\n \t<li>Difficult communication<\/li>\r\n \t<li>Giving &amp; receiving feedback effectively<\/li>\r\n \t<li>Planning, preparing &amp; delivering effective presentations<\/li>\r\n \t<li>Distributive Negotiation<\/li>\r\n \t<li>Integrative Negotiation<\/li>\r\n \t<li>From Contracts to Conflict<\/li>\r\n \t<li>From Negotiation to Mediation<\/li>\r\n<\/ol>"],"_c_course_content":["field_63f608209bd78"],"c_truefalse":["0"],"_c_truefalse":["field_6447c80f84619"],"c_readings_0_c_readings_1st_row":["<strong>Recommended or required reading (Communication Skills)<\/strong>\r\n\r\n<strong>Textbooks:<\/strong>\r\n\r\nCheesebro, T., O\u2019Connor, L., Rios, F. (2006), Communication Skills, Preparing for Career Success , Chapters 1-5 (3 rd ed.), Pearson\r\n\r\nMullins, L.J. (2007). Management &amp; Organisational Behaviour , Chapter 6 (8th ed.).Harlow, England: FT Prentice Hall, Pearson Education Ltd\r\n\r\n<strong>Further reading: <\/strong>\r\n\r\nBack, K. (2005). Assertiveness at work . London: McGraw - Hill\r\n\r\nJay, R. (2003). How to write proposals &amp; reports that get results . Harlow, England: Pearson Business\r\n\r\nMaude, B (2011). Managing Cross - Cultural Communication . Principles and Practice, Basingstoke, England: Palgrave Macmillan,\r\n\r\nOliver, R. &amp; 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\r\n\r\nRodenburg, P. (2007). Presence. London: Penguin\r\n\r\nSeligman,M.E.P. (2006). Learned Optimism New York: Vintage"],"_c_readings_0_c_readings_1st_row":["field_6447d03051789"],"c_readings_0_c_readings_2st_row":["<strong>Videos: <\/strong>\r\n\r\nCuddy.A. (2012) Your Body Language Shapes Who You Are https:\/\/www.youtube.com\/watch?v=Ks-_Mh1QhMc\r\n\r\nDuarte,N. (2010) The Secret Structure of Great Talks https:\/\/www.youtube.com\/watch?v=1nYFpuc2Umk#t=18\r\n\r\nPease, A. (2012) Body Language https:\/\/www.youtube.com\/watch?v=ZZZ7k8cMA-4\r\n\r\n<strong>Recommended or required reading for Negotiation Skills<\/strong>\r\n\r\n<strong>Reading: <\/strong>\r\n\r\nFisher, R. &amp; Ury W. (2003). Getting to Yes: Negotiating Agreement without Giving In: The Secret to Successful Negotiation . Random House Business Books\r\n\r\n<strong>Complementary Reading: <\/strong>\r\n\r\nLax, D. A. (2006). 3 - D Negotiation . Harvard Business School Press.\r\n\r\nLax, D. A. &amp; Sebenius (1986). J. The Manager as Negotiator . The Free Press.\r\n\r\nLempereur, A. &amp; Colson, A. (2010). The First Move: A Negotiator Companion . John Wiley &amp; Sons.\r\n\r\nLewicki, R.J., Barry, B., &amp; Saunders D. (2010). Negotiation . McGraw - Hill Higher Education.\r\n\r\nMnookin, R. &amp; Sussking L. (1999). Negotiating on behalf of others: Advice to lawyers, business executives, sports agents, diplomats, politicians and everybody else . Sage Publications\r\n\r\nMnookin, R., Peppet, S. &amp; Tulumello, A. (2000). Beyond Winning. Negotiating to create value in deals and disputes . Harvard University Press.\r\n\r\nRaiffa, H. (1982). The Art and Science of Negotiation . Harvard University Press.\r\n\r\nThompson, L. (2004). The Mind and Heart of the Negotiator . Prentice Hall.\r\n\r\nUry, W. (1993). Getting Past No . Bantam Books.\r\n\r\nUry, W., Brett, J. &amp; Goldberg, S. (1988). Getting Disputes Resolved: Designing Systems to Cut the Cost of Conflict . Program on Negotiation Books.\r\n\r\n&nbsp;\r\n\r\n&nbsp;"],"_c_readings_0_c_readings_2st_row":["field_6447d0425178a"],"c_readings":["1"],"_c_readings":["field_6447d00351788"],"_seopress_redirections_type":["301"],"_seopress_redirections_logged_status":["both"],"site-sidebar-layout":["default"],"site-content-layout":["default"],"theme-transparent-header-meta":["default"],"_seopress_analysis_target_kw":[""],"_eael_post_view_count":["2094"],"_trp_automatically_translated_slug_el":["mb680-dexiotites-epikoinonias-kai-diapragmatefsis"],"classic-editor-remember":["classic-editor"],"_wp_page_template":["default"],"English_Course":["a:1:{i:0;s:7:\"English\";}"],"_English_Course":["field_664a7ab2b54a8"],"greek_course":[""],"_greek_course":["field_664afc80bfc9b"],"yesno":["1"],"_yesno":["field_6648f406b6def"],"core_en_and_gr":["Core Course"],"_core_en_and_gr":["field_664c54e2559a3"],"Teacher\u2019s_name":["#"],"_Teacher\u2019s_name":["field_6647979a4a918"],"Course_Unit_Objectives_new":["#"],"_Course_Unit_Objectives_new":["field_664c5c2365623"],"Learning_Outcomes_select":["Learning Outcomes"],"_Learning_Outcomes_select":["field_63f607e69bd76"],"Select_mode_of_delivery_language":["Face to Face"],"_Select_mode_of_delivery_language":["field_66546dc27e3f7"],"select_from_Prerequisites_language":["Prerequisites"],"_select_from_Prerequisites_language":["field_6447c76c84618"],"Prerequisites":["None"],"_Prerequisites":["field_664a8078df416"],"Course_Content":["Course Content"],"_Course_Content":["field_664892bc7a322"],"add_course_content":[""],"_add_course_content":["field_664a842c9b2b8"],"Features":["Course Features"],"_Features":["field_664a88b548af2"],"add_course_feautres":["<strong>Planned learning activities and teaching methods<\/strong>\r\n\r\nLectures; in-class discussions and debates; team work; presentations; peer evaluation; peer - to - peer instruction; questionnaire analysis; networking activities; \u201clive\u201d project, video case studies; negotiation role playing exercises\r\n\r\n<strong>Assessment methods and criteria<\/strong>\r\n\r\n20% participation during the course \u2013 assessed by instructors based on timely attendance, interest, active participation team and role playing, and discussions\r\n\r\n80% individual assignments \u2013 assessed by instructors\r\n\r\n<strong>Language of Instruction<\/strong>\r\n\r\nEnglish\r\n\r\n<strong>Work placement(s)<\/strong>\r\n\r\nNot applicable\r\n<div class=\"_linksLayer_1titd_42\"><\/div>"],"_add_course_feautres":["field_664a89441aacf"],"read_choice_lang":["Readings"],"_read_choice_lang":["field_664a8c0bc9898"],"feature_image_program":[""],"_feature_image_program":["field_668bbb4805cdb"],"return_to_the_program":["<a href=\"https:\/\/www.uol.ac.cy\/en\/program\/mba-program\/\">Return to the program<\/a>"],"_return_to_the_program":["field_668ff14d984ef"],"ast-site-content-layout":["default"],"site-content-style":["default"],"site-sidebar-style":["default"],"astra-migrate-meta-layouts":["set"],"stick-header-meta":["default"],"_uag_css_file_name":["uag-css-6426.css"],"_uag_page_assets":["a:9:{s:3:\"css\";s:263:\".uag-blocks-common-selector{z-index:var(--z-index-desktop) !important}@media (max-width: 976px){.uag-blocks-common-selector{z-index:var(--z-index-tablet) !important}}@media (max-width: 767px){.uag-blocks-common-selector{z-index:var(--z-index-mobile) !important}}\n\";s:2:\"js\";s:0:\"\";s:18:\"current_block_list\";a:1:{i:0;s:11:\"core\/search\";}s:8:\"uag_flag\";b:0;s:11:\"uag_version\";s:10:\"1775254277\";s:6:\"gfonts\";a:0:{}s:10:\"gfonts_url\";s:0:\"\";s:12:\"gfonts_files\";a:0:{}s:14:\"uag_faq_layout\";b:0;}"]},"uagb_featured_image_src":{"full":false,"thumbnail":false,"medium":false,"medium_large":false,"large":false,"1536x1536":false,"2048x2048":false,"trp-custom-language-flag":false},"uagb_author_info":{"display_name":"p.efstathiou@uol.ac.cy","author_link":"https:\/\/www.uol.ac.cy\/en\/author\/"},"uagb_comment_info":0,"uagb_excerpt":null,"publishpress_future_workflow_manual_trigger":{"enabledWorkflows":[]},"_links":{"self":[{"href":"https:\/\/www.uol.ac.cy\/en\/wp-json\/wp\/v2\/courses\/6426","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.uol.ac.cy\/en\/wp-json\/wp\/v2\/courses"}],"about":[{"href":"https:\/\/www.uol.ac.cy\/en\/wp-json\/wp\/v2\/types\/courses"}],"version-history":[{"count":0,"href":"https:\/\/www.uol.ac.cy\/en\/wp-json\/wp\/v2\/courses\/6426\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.uol.ac.cy\/en\/wp-json\/wp\/v2\/media?parent=6426"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}