Info
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Course 2018-2019 a.y.

30338 - NEGOTIATION SKILLS

BIG
Department of Management and Technology

Course taught in English


Go to class group/s: 23

BIG (3 credits - II sem. - OB  |  SECS-P/10)
Course Director:
LEONARDO CAPORARELLO

Classes: 23 (II sem.)
Instructors:
Class 23: LEONARDO CAPORARELLO


Mission & Content Summary
MISSION

Being able to negotiate is a fundamental skill for policy makers and managers of any private and public institution and organization. Indeed, some of most relevant tasks of policy makers and managers are to deal with environmental and organizational uncertainty, define objectives and directions, and to influence and coordinate people to achieve their goals. Performing all these activities requires the capability to manage multiple relations with all the stakeholders. Negotiation skills enable this capability, and contribute to achieve a superior-level of effectiveness. Thus, this course explores the perimeter of negotiation situations, and explains strategies and techniques to negotiate successfully.

CONTENT SUMMARY
  • Increasing the awareness about how negotiation skills can contribute to effective decision and policy making processes.
  • Understanding the mandate to identify situations where negotiating makes sense.
  • Presenting a framework to support the analysis of negotiation situations.
  • Explaining the different strategies to negotiate effectively with diverse stakeholders.
  • Analyzing main techniques to execute the negotiation strategy
  • Discussing case studies to support the concrete application of the suggested frameworks and techniques.
  • Using exercises to facilitate the development of negotiation skills.

Intended Learning Outcomes (ILO)
KNOWLEDGE AND UNDERSTANDING
At the end of the course student will be able to...
  • Identify situations that are (or are not) negotiable.
  • Identify the essential information to formally define the received negotiation mandate.
  • Understand what negotiation strategy, and relative techniques, are most appropriate in the given situation.
  • Recognize the negotation strategy, and relative techniques, adopted by the other negotiator(s).
  • Understand the influencing techniques that are most relevant to support negotiation processes.
APPLYING KNOWLEDGE AND UNDERSTANDING
At the end of the course student will be able to...
  • Analyze a negotiation situation.
  • Collect the necessary information for supporting the preparation of the next negotiation meetings.
  • Work in teams to exploit different competences and skills useful to conduct successful negotiation meetings.

Teaching methods
  • Face-to-face lectures
  • Individual assignments
  • Group assignments
  • Interactive class activities (role playing, business game, simulation, online forum, instant polls)
DETAILS
  • Assignments (individual or team-based) are intended to support attending students' to apply concepts and frameworks into a real situation the have experienced (or, if it is still in progress, are experiencing now).
  • Interactive class activities consist of team-based exercise, role play simulation, and other team-based review activities aiming at making students to practice and enhancing their negotiation skills. Moreover, students are strongly invited to actively contribute to the in-class discussions.

Assessment methods
  Continuous assessment Partial exams General exam
  • Written individual exam (traditional/online)
  •     x
  • Individual assignment (report, exercise, presentation, project work etc.)
  •     x
  • Group assignment (report, exercise, presentation, project work etc.)
  •     x
  • Active class participation (virtual, attendance)
  • x    
    ATTENDING STUDENTS
    • The course assignment can be done individually or by teams: in any case, the assignment counts for 30% of the final score.
    • Class participation: students who actively contribute to the class discussions can get up to +2/30 extra-points.
    • Final individual written exam: this counts for 70% of the final score.
    NOT ATTENDING STUDENTS
    • Final individual written exam: this counts for 100% of the final score.

    Teaching materials
    ATTENDING STUDENTS

    Readings and other learning resources for attending students are indicated in detail in the course syllabus.

    NOT ATTENDING STUDENTS

    Readings and other learning resources for non-attending students are indicated in detail in the course syllabus.

    Last change 03/06/2018 14:55