Details

Instructors: Prof. Andrea Caputo
Class hours: 48 (8 ECTS)

Course objectives and learning outcomes

"Let us never negotiate out of fear. But let us never fear to negotiate."
John F. Kennedy

Negotiations are an essential and fundamental moment in the life of individuals, organizations, institutions, and firms. In the last few decades, negotiation has moved from the industrial relations and political arena to the forefront of managerial interest. Negotiation, bargaining, and mediation traditionally refer to the arbitration of disputes between labour and management. However, scholars and practitioners now recognise that these skills operate in virtually every management function, including strategy formulation, mergers and acquisitions, purchasing, sales, international development and many others.

Negotiation is a common mechanism for resolving differences between and allocating resources among exchange partners such as supervisors, colleagues, corporate entities and even nations. Improving negotiation skills, as well as increasing the ability to negotiate effectively, is crucial in managerial, political, and business contexts.
This module explores the key aspects of negotiation. The primary aim of this module is to integrate negotiation theory and practice, through an integration of concepts, models, expertise and practical experience. It will typically examine, through a mix of theory and practice, the links among negotiation fundamentals, negotiation sub-processes and negotiation contexts.

Learning objectives

The purpose of this course is threefold.

• The first is to explore the major concepts and theories of negotiation, as well as the dynamics of interpersonal and intergroup conflict and its resolution. This will entail material about the structural (e.g. parties, issues, positions and interest) and process-oriented (cognitive, interactional) dynamics that are necessary for a sound critical background.
• The second objective is to develop skills relevant to a broad range of applied contexts. This involves direct training in identifying crucial elements of a negotiation situation and implementing appropriate resolution strategies.
• The third objective is to encourage participants to assume a "reflective" and "cooperative" posture about negotiations specifically and social influence broadly.

On completion of the module you should be able to:

• Analyse a negotiation situation and its possible solutions.
• Identify the personal challenges we all have in dealing with negotiation.
• Apply complex theory and practice of negotiation in particular and general contexts.

Entrance requirements

Knowledge of essentials of basic principles of management and organisational behaviour are prerequisite for attending the course.

Contents

The course will cover the following topics:
Introduction to Conflict Management and Negotiation

• The Nature of Negotiation
• Approaches to resolve disputes
• The Distributive Bargaining Situation
• The Integrative Negotiation Process
• Negotiation Strategy and Planning
• Finding and Using Negotiation Power
• Perception, Cognition and Emotion
• Cognitive Biases in Negotiation
• The organisational aspect of negotiation
• Culture and cross-cultural negotiations
• Ethics in negotiations

Teaching and learning methods and activities

The teaching team believes that the most appropriate methodology with regard to developing knowledge in negotiation is by practicing it. To that end, the module focuses on drawing upon and expanding students' previous theoretical study and practical experience, mostly through theoretical discussions and practical applications. The module will employ a range of approaches including, but not limited to, lectures, seminars, and practical activities, such as case study, simulations and role-plays. The primary focus is on providing students with an experiential learning journey, allowing them to develop a close to real life experience.

The learning philosophy aims to encourage students to develop analytical, evaluative and critical patterns of thought. Students will be expected to make use of the following learning resources: Lectures and seminars, Textbooks, Academic Journals, Professional publications, Webinars and e books, Case studies and video materials.
Tests and assessment criteria

• Class participation
• Presentation of group work
• Final written assignment

Bibliography/study materials

This module is built around a selection of chapters included in the following key texts:

• Lewicki, R. J., Barry, B., & Saunders D.M. (2016). Essentials of negotiation (Sixth Edition), MacGrawHill.
• Honeyman, C., & Schneider, A. (eds.) (2017). The Negotiator's Desk Reference, Vol. 1. St. Paul: DRI Press.

Other recommended books for the module are:

• Fisher, R., Ury, W. L., & Patton, B. (2011). Getting to yes: Negotiating agreement without giving in. Penguin.
• Lax, D. A., & Sebenius, J. K. (2006). 3-D Negotiation: Powerful tools to change the game in your most important deals. Harvard Business Press.
• Salacuse, J. W. (2017). Real leaders negotiate. Palgrave Macmillan, New York.
• Raiffa, H., Richardson, J., & Metcalfe, D. (2002). Negotiation analysis: The science and art of collaborative decision making. Harvard University Press.

Other more specific references will provided in class.

Other information

The course is capped at 30 students.