Module                       : HRM 205:  Negotiation

Programme                : BBA

Credit Value              : 12

Prerequisite                : None

General objective      :

• The module aims to assist students to understand the concepts and theories of negotiation. It will also aim at helping students to acquire and develop critical thinking skills required for the successful negotiation within the business framework and also otherwise.

Learning Outcomes:

Upon successful completion of the module, student is expected to:

• Describe the concepts of negotiation and its application in a real work setting;
• Critically analyse the negotiation strategies and their importance;
• Outline the negotiation skills and develop accordingly;
• Discuss and analyse cross-cultural negotiation; and
• Understand the importance of business etiquette in negotiation.

CONTENT

Unit I: Introduction                                                                                                           (8 Hours)

Concept and nature of negotiation; Negotiation basics and planning; Pre-negotiation planning; Frameworks of negotiation; Features of a successful negotiator; Communication and negotiation

Unit II: Approaches to Negotiation                                                                                (14 Hours)

Approaches; Negotiating with problem people; Cognitive and communication bias in negotiation; Negotiation leverage; Use of power in negotiation; Negotiating strategies and tactics; Distributive Bargaining; Integrative Bargaining

Unit III: Intermediaries                                                                                                     (9 Hours)

Concepts; Types of intermediaries; Use of intermediaries; Mediation - Need of mediation, Process of mediation

Unit IV: Role of Culture and values in Negotiation                                                        (8 Hours)

Cultural Values; Culture shock; Communication Patterns – Oral, Non-Verbal, Written; Business and Social customs and Etiquette

Unit V: Intercultural Negotiation                                                                                   (11 Hours)

Cross-cultural Negotiation Considerations; Some Culture-Specific Negotiation Information; Intercultural Negotiation Strategies; Intercultural Negotiation Guidelines; Mistakes often made in intercultural negotiations

Teaching Strategies:

·           Seminar

·           Presentation

·           Assignment

·           Case study

·           Role play

·           Discussion

Assessments:

·           Participation                                         10%

·           Case study                                            20%

·           Presentation                                          10%

·           Research report                                    20%

·           Ongoing journal                                   20%

·           End-term exam                                     20%

                                                  Total             100%

Essential Text:

1. Chaney, Lillian H. and Martin, Jeanette S. 2007, Intercultural Business Communication, 4th Edition, Pearson Prentice Hall, New Jersey.

References:

1. Reguejo, William Hernandez and Graham, John L. 2008, Global Negotiation, The New Rules, Palgrave Macmillan, New York.

2.      Reguejo, William Hernandez and Graham, John L. 2008, Global Negotiation, The New Rules, Palgrave Macmillan, New York.

3. Brett, Jeanne M., 2001, Negotiating Globally, John Wiley & Sons, Inc.
4. Ferraro, Gary P., 2006. The Cultural Dimension of International Business, 5th edition, Pearson Prentice Hall, New Jersey.
5. Thompson, Leigh, L., 2005, The Mind and Heart of the Negotiation, 3rd edition, Prentice Hall Inc, New Jersey.
6. Lewicki, R.J., Barry, B., Saunders, D.M. (2007), Essentials of Negotiation, 4th edn, McGraw-Hill, Boston.