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LS551X: NEGOTIATION SKILLS (2024-2025)

Last modified: 23 Jul 2024 10:59


Course Overview

The vast majority of disputes and differences of a civil, that is, non-criminal nature are resolved before one of the parties commences legal proceedings. Somewhere between 85% and 95% of those disputes and differences are resolved before the commencement of the hearing of the legal proceedings.

This course will examine issues such as:

  1. International business contracts - Negotiations, drafting and conclusion;
  2. Conflict and business disputes - Why to choose ADR and the possibility to renegotiate;
  3. Developing strategies for negotiations;
  4. Different negotiation tactics and perspectives;
  5. Cognitive influences
  6. Power and persuasion.

Course Details

Study Type Postgraduate Level 5
Term Second Term Credit Points 30 credits (15 ECTS credits)
Campus Aberdeen Sustained Study No
Co-ordinators
  • Dr Onyoja Momoh

What courses & programmes must have been taken before this course?

  • Any Postgraduate Programme (Studied)

What other courses must be taken with this course?

None.

What courses cannot be taken with this course?

Are there a limited number of places available?

No

Course Description

The vast majority of disputes and differences of a civil, that is non-criminal nature are resolved before one of the parties commences legal proceedings, be they by application for resolution by a court, arbitration or mediation. Somewhere between 85% and 95% of those disputes and differences are resolved before the commencement of the hearing of the legal proceedings by the court or arbitration tribunal or the mediation proper. 

If a vast majority of such disputes and differences are resolved before the commencement of the hearing of legal proceedings, which dispute resolution mechanism are parties using to resolve their disputes and differences?

In short: negotiation.

In examining the issues, a generic approach to the resolution of disputes and differences of a civil nature through negotiation will be adopted.

Throughout the course, participants will engage in tutorials where different negotiations technics and preparation for negotiations will be discussed, and they will also participate in simulated negotiation exercises. The exercises are designed to enhance the learning experience, illustrate the key points being made in the lectures and bring practical and real-world contexts to the course material.


Details, including assessments, may be subject to change until 30 August 2024 for 1st term courses and 20 December 2024 for 2nd term courses.

Summative Assessments

In-person negotiation

Assessment Type Summative Weighting 40
Assessment Weeks Feedback Weeks

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Learning Outcomes
Knowledge LevelThinking SkillOutcome
Sorry, we don't have this information available just now. Please check the course guide on MyAberdeen or with the Course Coordinator

Written negotiation

Assessment Type Summative Weighting 25
Assessment Weeks Feedback Weeks

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The written assessment comprised of negotiation via email. Two-party negotiation. Students will be provided with a scenario and the client’s instructions. They will need to conduct negotiation via email.

Learning Outcomes
Knowledge LevelThinking SkillOutcome
Sorry, we don't have this information available just now. Please check the course guide on MyAberdeen or with the Course Coordinator

Written evaluation

Assessment Type Summative Weighting 35
Assessment Weeks Feedback Weeks

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Written evaluation of a complex pre-negotiation scenario, including the advice regarding potential outcomes, which will serve the basis for negotiations in person.

Learning Outcomes
Knowledge LevelThinking SkillOutcome
Sorry, we don't have this information available just now. Please check the course guide on MyAberdeen or with the Course Coordinator

Formative Assessment

There are no assessments for this course.

Resit Assessments

Various, see feedback section

Assessment Type Summative Weighting 100
Assessment Weeks Feedback Weeks

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Feedback

If a student fails negotiation via email, the student will have to submit a written submission on three theoretical questions related to the initial task. The percentage of the other successfully completed assessments are carried over.

If a student fails a written submission, the student will have to submit a written submission on three theoretical questions related to the initial task. The percentage of the other successfully completed assessments are carried over.

If a student fails negotiation in person, the student will have another round of in-person negotiations organized at the resit diet. The percentage of the other successfully completed assessments are carried over.

Learning Outcomes
Knowledge LevelThinking SkillOutcome
Sorry, we don't have this information available just now. Please check the course guide on MyAberdeen or with the Course Coordinator

Course Learning Outcomes

Knowledge LevelThinking SkillOutcome
ProceduralCreateTo communicate in writing information, advice and choices in an effective manner.
FactualUnderstandTo develop a basic understanding of the spectrum of alternative dispute resolution methods and their appropriateness for different types of disputes.
ConceptualEvaluateTo analyse and evaluate the advantages and disadvantages of different negotiation theories, strategies and tactics, and their fitness for different negotiation scenarios.
ConceptualUnderstandTo gain knowledge and understanding of the negotiation theories, strategies and tactics.

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