Negotiation

2019-2020

Course Objective

Negotiations are at the heart of human relationships: business,
politics, friendships and love affairs alike are all shaped by our
ability to reconcile our own positions with those of others. This course
is intended to equip you with an understanding of the strategies and
psychology that underlie effective negotiation.

Course Content

Negotiations are at the heart of human relationships: business,
politics, friendships and love affairs alike are all shaped by our
ability to reconcile our own positions with those of others. This course
is intended to equip you with an understanding of the strategies and
psychology that underlie effective negotiation. Ultimately this course
will provide you with a skill set that you can employ in a range of
contexts.
We will consider insights from several fields of psychology, including
social and organizational psychology, to inform students about
negotiations theory and practice. Formal lectures, as well as
presentation of case studies, videos, practical exercises and at times
negotiation games will be presented to the students during this course.

Teaching Methods

Written Exam (70%)

The written exam will consist of up to 35 multiple-choice questions and
2-3 short open-ended questions and will test your knowledge,
understanding, and application of the course literature and the lecture
content.
Note: You need to pass the exam in order to receive a final grade.

Oral presentation and written assignment (30%)
The oral presentation and written assignment involve a group exercise
(groups of five students) in which you develop a research proposal on a
topic related to negotiations either in the broader society or in
organizations.

Method of Assessment

Lectures and practical exercises.

Literature

Selected chapters and articles

General Information

Course Code P_MNEGOTI
Credits 6 EC
Period P2
Course Level 400
Language of Tuition English
Faculty Fac. of Behavioural and Movement Science
Course Coordinator dr. K. Fousiani
Examiner dr. K. Fousiani
Teaching Staff dr. K. Fousiani

Practical Information

You need to register for this course yourself

Teaching Methods Seminar