Last modified: 28 Jun 2018 10:27
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.
| Study Type | Postgraduate | Level | 5 |
|---|---|---|---|
| Term | Second Term | Credit Points | 45 credits (22.5 ECTS credits) |
| Campus | Old Aberdeen | Sustained Study | No |
| Co-ordinators |
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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.
Information on contact teaching time is available from the course guide.
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.
There are no assessments for this course.
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