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