30338 - NEGOTIATION SKILLS
Department of Management and Technology
Course taught in English
Course Director:
TATIANA BALUSHKINA
TATIANA BALUSHKINA
Mission & Content Summary
MISSION
Being able to negotiate is a fundamental skill for policymakers and managers in both private and public institutions and organizations. Indeed, some of the most important responsibilities of policymakers and managers include dealing with environmental and organizational uncertainty, defining objectives and directions, and influencing and coordinating people to achieve their goals. Successfully performing these tasks requires the ability to manage multiple relationships with various stakeholders. Negotiation skills support this ability and contribute to achieving a higher level of effectiveness. Therefore, this course explores the scope of negotiation situations and presents strategies and techniques for successful negotiation.
CONTENT SUMMARY
This course covers the following macro-topics:
- Negotiation situations and how to analyze them
- Negotiation strategies
- Negotiation tactics
- Individual differences in negotiation
- Negotiation and influence
Intended Learning Outcomes (ILO)
KNOWLEDGE AND UNDERSTANDING
At the end of the course student will be able to...
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Describe the main features of negotiation situations
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Explain the differences between primary negotiation approaches
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Identify the most appropriate negotiation strategies and tactics for a given situation
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Recognize negotiation strategies and tactics used by other negotiators
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Understand the role of individual differences in negotiation
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Identify and evaluate negotiation stakeholders
APPLYING KNOWLEDGE AND UNDERSTANDING
At the end of the course student will be able to...
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Identify situations that are (or are not) negotiable
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Analyze negotiation situations
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Prepare for and conduct negotiations both individually and in teams
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Apply influence tools that are most relevant to supporting negotiation processes
Teaching methods
- Lectures
- Guest speaker's talks (in class or in distance)
- Practical Exercises
- Interaction/Gamification
DETAILS
Classes consist of theoretical modules and practical applications, including a guest talk, a web-based simulation, case study discussions, role-play, and other individual and team-based exercises.
Assessment methods
| Continuous assessment | Partial exams | General exam | |
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x | ||
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x |
ATTENDING STUDENTS
Individual final exam: attending students are required to take an individual final exam, which accounts for 70% of the final individual grade.
Class participation: attending students are encouraged to participate in in-class activities and to ask or answer questions during the theoretical modules. They will receive a participation score for each session. The participation grade accounts for 30% of the final individual grade.
NOT ATTENDING STUDENTS
Individual final exam: non-attending students are required to take an individual final exam, which accounts for 100% of the final individual grade.
Teaching materials
ATTENDING STUDENTS
Readings and other learning resources for attending students are indicated in the detailed course syllabus.
NOT ATTENDING STUDENTS
Readings and other learning resources for non-attending students are indicated in the detailed course syllabus.
Last change 03/06/2025 21:00