TEACHING PLAN Semester APRIL 2020 Cohort 1/20/34 Course Code Course Name Credit Hours Contact Hours Pre-requisite PMS2233 NEGOTIATION SKILLS 3 3 hours per week Nil Main References Roy J. Lewicki, Bruce Barry, David M. Saunders 6th edition (2016). Essentials of Negotiation Mcgraw Hills Companies. Additional Referenes Roy J. Lewicki, Bruce Barry, David M. Saunders 7th edition (2015). Negotiation Mcgraw Hills Companies. Shell, G. Richard, Bargaining For Advantage: Negotiation Strategies for Reasonable People, New York Penguin 2002. Teaching Methods Lecture, Tutorial, Quizzes, Case study Lecturer’s Name Room Phone No E-mail Noor Malinda Bt Mohamed Mohan B1 4B-11 0123311970 malinda@unisel.edu.my Lecture Session Day / Venue Group 1 : Tuesday 9:00am – 12:00pm Group 2 : Tuesday 2:00pm – 5:00pm Important Date (Midterm, Quiz, Assignment, Project) Quiz 1 : Week 4 CH1 Quiz 2 : Week 9 CH4 Test 1 : Week 6 CH 2 Test 2 : Week 11 CH 6 Assignment : Week 8 CH 5 & Week 12 CH 10 Course Learning Objectives (CLO) CLO1 : Apply and demonstrate the theoretical disciplines of negotiation skills body of knowledge and its source. (C1) (CH1,7,8,11) C2 BK13 C1 BK9 CLO 2 : Adopt rational and intuitive decision-making strategies for making range of negotiations-related decisions in a complex organizational environment. (C2) (CH2,3,4) CLO 3 : Adopt and adapt the negotiation skills to the needs of diverse sectors, know some of the common “tricks” poor negotiators use and how to deal with them. (C2) (CH5,6,9,10) 1 Teaching Plan Week/ Date Topic (Lectures, Lab, Tutorial) References / Teaching Materials CHAPTER 1 (CLO 1) The Nature of Negotiation Characteristics of a Negotiation Situation Mutual Adjustment Value Claiming and Value Creation Conflict Effective Conflict Handling 1. Main text book 2. E-learning 3. Tutorial CHAPTER 2 (CLO 2) Strategy and Tactics of Distributive Bargaining The Distributive Bargaining Situation Tactical Tasks Position Taken During Negotiation Closing the Deal Hardball Tactics 1. Main text book 2. E-learning 3. Tutorial 5 CHAPTER 3 (CLO 2) Strategy and Tactics of Integrative Negotiation An Overview of the Integrative Negotiation Process Key steps in the Integrative Negotiation Process Factors that Facilitate Successful Integrative Negotiation 1. Main text book 2. E-learning 3. Tutorial 6 CHAPTER 4 (CLO 2) Negotiation: Strategy and Planning Goals-The Focus That Drives a Negotiation Strategy Strategy vs Tactics Getting Ready to Implement the Strategy 1. Main text book 2. E-learning 3. Tutorial 1&2 3&4 7 Quiz 1 CH 1 (E-learning) MCQ 10 Questions Test 1: CH 2 (E-learning) Structured 15 marks CHAPTER 7 (CLO 1) Communication What is Communicated During Negotiation How People Communicate in Negotiation How to Improve Communication in Negotiation Special Communication Considerations at the Close of Negotiation MID TERM BREAK (25 MAY-31 MAY 2020) 8 CHAPTER 6 (CLO 3) Perception, Cognition and Emotion Perception Framing Cognitive Biases in Negotiation Managing Misperception and Cognitive Biases in negotiation Mood, Emotions and Negotiation 1. Main text book 2. E-learning 3. Tutorial 2 CHAPTER 5 (CLO 3) Ethics in Negotiation What Do We Mean by “Ethics” and Why Do They Matter in Negotiation? What Questions of Ethical Conduct Arise in Negotiation? Why use deceptive tactics? Motives and consequences How can Negotiators Deal With The Other Party’s Use of Deception? 1. Main text book 2. E-learning 3. Tutorial 10 CHAPTER 8 (CLO 1) Finding and Using Negotiation Power Why is Power Important to Negotiators? Definition of Power Sources of Power Dealing with Others Who Have More Power 1. Main text book 2. E-learning 3. Tutorial 11 CHAPTER 9 (CLO 2) Relationships in Negotiation Negotiations in Communal Sharing Relationship Key Elements in Managing Negotiations within Relationship 1. Main text book 2. E-learning 3. Tutorial 12 CHAPTER 10 (CLO 2) Multiple Parties, Groups and Teams in Negotiation The Nature of Multiple Negotiations Managing Multiparty Negotiations 1. Main text book 2. E-learning 3. Tutorial 1. Main text book 2. E-learning 3. Tutorial 13 CHAPTER 11 (CLO 1) International and Cross Cultural Negotiation What Makes International Negotiation Different? Conceptualizing Culture and Negotiation The Influence of Culture on Negotiation: Managerial Perspectives The Influence of Culture on Negotiation: Research Perspective Culturally Responsive Negotiation Strategies Revision Final Exam CH 3, CH 7, CH 8, CH 9, CH 11 Main text book Other resources 9 14 Quiz 1 CH 4 (E-learning) MCQ 10 Questions Test 2: CH 6 Structured 15 marks 3