#REQUEST.pageInfo.pagedescription#

Site Navigation

MGMT8036 - Negotiation

banner1
Title:Negotiation
Long Title:Negotiation
Module Code:MGMT8036
 
Duration:1 Semester
Credits: 5
NFQ Level:Advanced
Field of Study: Business & Management
Valid From: Semester 1 - 2016/17 ( September 2016 )
Module Delivered in 1 programme(s)
Module Coordinator: DON CROWLEY
Module Author: Deirdre O'Donovan
Module Description: Upon completion of this module students should have an understanding of the process of negotiation, and an awareness of negotiation skills and strategies. Students will also have an awareness of the potential implications of national culture on cross-cultural negotiations, and an understanding of the concept of Emotional Intelligence, and it's role in negotiation and communication.
Learning Outcomes
On successful completion of this module the learner will be able to:
LO1 Analyse the theoretical assumptions of emotional competence
LO2 Evaluate the dimensions of negotiation and the process of negotiation
LO3 Discuss the importance of effective communication and different forms of communication
LO4 Analyse the usefulness of behavioural modeling and error management training for developing negotiation skills
LO5 Critically evaluate the potential implications of culture in cross-border or international negotiation
Pre-requisite learning
Module Recommendations
This is prior learning (or a practical skill) that is strongly recommended before enrolment in this module. You may enrol in this module if you have not acquired the recommended learning but you will have considerable difficulty in passing (i.e. achieving the learning outcomes of) the module. While the prior learning is expressed as named CIT module(s) it also allows for learning (in another module or modules) which is equivalent to the learning specified in the named module(s).
Incompatible Modules
These are modules which have learning outcomes that are too similar to the learning outcomes of this module. You may not earn additional credit for the same learning and therefore you may not enrol in this module if you have successfully completed any modules in the incompatible list.
No incompatible modules listed
Co-requisite Modules
No Co-requisite modules listed
Requirements

This is prior learning (or a practical skill) that is mandatory before enrolment in this module is allowed. You may not enrol on this module if you have not acquired the learning specified in this section.

No requirements listed
 

Module Content & Assessment

Indicative Content
Emotional Competence
Emotional intelligence. Dealing with aggressiveness; recognising self and other aggression, controlling agression. Empathy and listening.
Process of Negotiation
Groups commonly negotiated with; internal and external. Dimensions of negotiation; information management, positioning, concession. Negotiation planning. Strategic bargaining; bargaining tactics. Concept of Pareto improvement and Pareto efficiency. Conflict management; interpersonal conflict, conflicting goals, conflicting negotiation styles, Blake and Mouton Conflict Grid, conflict escalation.
Communication
The interactive communication process. Communication failure. Perception. Proxemics. Verbal and non-verbal communication; chronemics, language, kinesics, conversation.
Developing Negotiation Skills
Planning and positional analysis. Strategic thinking. Research key issues. Compromise. Improvement of interpersonal and listening skills; Behavioural modelling, inter and post-negotiation error management.
National Culture and Negotiation
Factors behind globalisation of business. Consequences of globalisation. Examination of seminal cultural studies; Hofstede, Trompenaars and Hampden-Turner, dimensions of culture. Cultural implications for negotiation.
Assessment Breakdown%
Course Work50.00%
End of Module Formal Examination50.00%
Course Work
Assessment Type Assessment Description Outcome addressed % of total Assessment Date
Practical/Skills Evaluation Situational Presentation: Group simulation of a negotiaton event. Students will be divided into teams of two or three and given a negotiation event which teams must simulate. 2,3 50.0 Week 8
End of Module Formal Examination
Assessment Type Assessment Description Outcome addressed % of total Assessment Date
Formal Exam End-of-Semester Final Examination 1,2,3,4,5 50.0 End-of-Semester
Reassessment Requirement
Repeat examination
Reassessment of this module will consist of a repeat examination. It is possible that there will also be a requirement to be reassessed in a coursework element.

The institute reserves the right to alter the nature and timings of assessment

 

Module Workload

Workload: Full Time
Workload Type Workload Description Hours Frequency Average Weekly Learner Workload
Lecture Lecture 3.0 Every Week 3.00
Independent & Directed Learning (Non-contact) Students should supplement lecture content with independent study and reading 4.0 Every Week 4.00
Total Hours 7.00
Total Weekly Learner Workload 7.00
Total Weekly Contact Hours 3.00
Workload: Part Time
Workload Type Workload Description Hours Frequency Average Weekly Learner Workload
Lecture Lecture 2.0 Every Week 2.00
Independent & Directed Learning (Non-contact) Students should supplement lecture content with independent study and reading 5.0 Every Week 5.00
Total Hours 7.00
Total Weekly Learner Workload 7.00
Total Weekly Contact Hours 2.00
 

Module Resources

Recommended Book Resources
  • Ury, W., Fisher, R., 2012, Getting To Yes, Random House Business Books [ISBN: 9781847940933]
Supplementary Book Resources
  • Gennard, J., Judge, G. 2010, Managing Employment Relations, 5th Edition Ed., Chartered Institute of Personnel & Development [ISBN: 1843982560]
  • O'Hair, D., Friedrich, G. W., Dixon, L. D. 2008, Strategic Communication in Business and the Professions, 6th Ed., Allyn and Bacon [ISBN: 9780205561209]
  • Mayer, B., 2012, The Dynamics of Conflict, 2nd Edition Ed., Jossey Bass San Francisco [ISBN: 978-0470613535]
This module does not have any article/paper resources
Other Resources
 

Module Delivered in

Programme Code Programme Semester Delivery
CR_BHRMN_8 Bachelor of Arts (Honours) in Human Resource Management 7 Mandatory

Cork Institute of Technology
Rossa Avenue, Bishopstown, Cork

Tel: 021-4326100     Fax: 021-4545343
Email: help@cit.edu.ie