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LS502C: ADVANCED NEOGIATION SKILLS (2016-2017)

Last modified: 28 Jun 2018 10:27


Course Overview

Whilst the Negotiation Skills course examines the basic structure of a negotiation to resolve disputes and differences, this course will digest a number of the more complex issues encountered when conducting such negotiations. The issues considered will include:

A. The role of trust in negotiation.

B. The role of ethics in negotiation.

C. The shadow of the law: the role of the law in negotiation.

D. Negotiation through agents.

E. Negotiation through a team.

F> The impact of culture on style, strategies and tactics.

G. How to deal with deadlock and difficult people.

H. The resolution agreement and how it might be structured to ensure compliance.

I. The added complexity in multi-party and single-issue or multi-issue negotiation.

Throughout the course, participants will engage 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.

Course Details

Study Type Postgraduate Level 5
Term First Term Credit Points 45 credits (22.5 ECTS credits)
Campus Old Aberdeen Sustained Study No
Co-ordinators
  • Mr Derek Auchie

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

None.

What other courses must be taken with this course?

None.

What courses cannot be taken with this course?

None.

Are there a limited number of places available?

No

Course Description

The issues considered will include:

A. The role of trust in negotiation.

B. The role of ethics in negotiation.

C. The shadow of the law: the role of the law in negotiation.

D. Negotiation through agents.

E. Negotiation through a team.

F> The impact of culture on style, strategies and tactics.

G. How to deal with deadlock and difficult people.

H. The resolution agreement and how it might be structured to ensure compliance.

I. The added complexity in multi-party and single-issue or multi-issue negotiation.


Contact Teaching Time

Information on contact teaching time is available from the course guide.

Teaching Breakdown

More Information about Week Numbers


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

Online interaction; examination coursework.

Students may resit the examination and/or coursework assessment, as directed by the course co-ordinator, where non-submission or failure is due to good cause. In such a case, the resit is treated as a first diet.

Where no good cause exists, students may resit the examination and/or coursework submission, as directed by the course co-ordinator, in respect of only one course per academic year of study. In such a case, the grade is capped at a D3.   

Formative Assessment

There are no assessments for this course.

Feedback

None.

Course Learning Outcomes

None.

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