BMGT20190 Introduction to Negotiations

Academic Year 2023/2024

Negotiation is the art and science of securing agreements and resolving disputes between two or more interdependent parties. In this course, you will gain a broad intellectual understanding of negotiation concepts, principles, and theories that are supported by scientific research. The conceptual frameworks that we will discuss apply to negotiations across a variety of contexts. A deep understanding of the art and science of negotiation offers many benefits, including more effective decision making and the promotion of a professional image. Through this course’s hands-on exercises, you will be challenged to plan and execute negotiation strategies both in and out of class. You will prepare for and engage in a variety of negotiation exercises (individually and as a team).

Materials: Students are required to register and pay for access to the negotiations website idecisiongames.com (estimated at 60 euros). The textbook is free through the UCD library.

Show/hide contentOpenClose All

Curricular information is subject to change

What will I learn?

Learning Outcomes:

(1) Become a more knowledgeable negotiator. To gain a broad, intellectual understanding of the central concepts in negotiation. These concepts will be the building blocks from which we can systematically understand and evaluate a negotiation process and develop a toolbox of effective negotiation principles and tactics derived from rigorous theory and research.

(2) Become a more effective negotiator. Learn how to apply this toolbox of principles and tactics in practice to improve your negotiation skills, processes, and outcomes.

(3) Become a more reflective negotiator. Adopt the habit of continually evaluating, and seeking to enhance, your knowledge and effectiveness.

Indicative Module Content:

Claiming Value
Creating Value
Strategies of Influence
Dispute Resolution
Multi-round Negotiations
Team Negotiations

How will I learn?

Student Effort Type	Hours
Lectures	24
Specified Learning Activities	48
Autonomous Student Learning	28
Total	100

Am I eligible to take this module?

Requirements, Exclusions and Recommendations

Not applicable to this module.

Module Requisites and Incompatibles

Not applicable to this module.

How will I be assessed?

Assessment Strategy

Description	Timing	Open Book Exam	Component Scale	Must Pass Component	% of Final Grade
Class Test: Short questions designed to assess knowledge, the application of knowledge, analytical, problem-solving or evaluative skills.	Week 6	n/a	Alternative linear conversion grade scale 40%	No	40
Portfolio: Preparation for in-class negotiations, role play, group discussion, written reflection on exercises, application assignment, and peer feedback.	Throughout the Trimester	n/a	Graded	No	60

Carry forward of passed components
Yes

What happens if I fail?

Resit In	Terminal Exam
Autumn	No

Assessment feedback

Feedback Strategy/Strategies

• Feedback individually to students, post-assessment
• Group/class feedback, post-assessment
• Online automated feedback
• Peer review activities
• Self-assessment activities

How will my Feedback be Delivered?

Instructor will provide class feedback on each negotiation exercise conducted within class. Students can also study their performance on the simulation website. Individual assignments will receive instructor and peer feedback.

Reading List

Negotiation Genius
Malhotra, Deepak; Bazerman, Max H
2007
Full text available online from UCD Library

When is this module offered?


Spring
Lecture	Offering 1	Week(s) - 20, 21, 22, 23, 24, 25, 26, 30, 31, 32, 33	Fri 09:00 - 10:50