The Higher Canadian Institute for Engineering
Technology and Business
Quality Assurance Unit
Course Specification
Course Name: Introduction to Negotiation Skills
Course Code: ELCV 303
I. Basic Course Information
Program(s) on which the course is given: Business Administration
Core or elective element of program Elective:
Department offering the course: Business
Academic level : All Levels
Semester in which course is offered: Fall
Course pre-requisite(s): None
Credit Hours:3.0
Contact Hours Through:
Lecture
3.0
Tutorial*
0.0
Practical*
0.0
Total
3.0
Approval date of course specification: September 2013
II. Overall Aims of Course
Negotiation Skills are a key Business skill in today’s work environment. However,
many of us were never taught how to negotiate effectively. In this course student will
have a brief introduction to communication skill, what is negotiation? Discuss
strategies for negotiation. How to do the preparation? What is BATNA? The major
negotiation skill and the negotiation sand traps. Win-win situation. Establishing Trust
and Building a Relationship, and learning effective methods of getting past obstacles
and closing a negotiation.
III. Program ILOs covered by course
Program Intended Learning Outcomes (By Code)
Knowledge &
Intellectual Skills
Professional Skills
Understanding
K4,K10
I5,I9
P4
General
Skills
G2,G3,G6
1
The Higher Canadian Institute for Engineering
Technology and Business
Quality Assurance Unit
Course Specification
IV. Intended Learning Outcomes of Course (ILOs)
a. Knowledge and Understanding
On completing the course, students should be able to:
K.1 Define Principles of Negotiation.
K.2 Recognize the communication system.
K.3Define BATNA and WATNA.
K.4 Define Conflict.
K.5 Define Aspiration point & Reservation Point.
K.6 Recognize the stages of a successful negotiation.
b. Intellectual/Cognitive Skills
On completing the course, students should be able to:
I.1 Develop Negotiation Strategy.
I.2 Analyze gathered information.
I.3 Develop back-up plans.
c. Practical/Professional Skills
On completing the course, students should be able to:
P.1 Manage gathered information.
P.2 Apply different negotiation techniques.
P.3 Resolve Conflicts.
d. General and Transferable Skills
On completing the course, students should be able to:
G.1Communicate effectively.
G.2Work in teams.
G.3 Conduct a presentation.
V. Course Matrix Contents
Main Topics / Chapters
Duration
(Weeks)
1- What is Negotiation
2- Negotiation Preparation
3- BATNA & WATNA
3
2
2
4- Major Negotiation skills
2
5- Communication System
2
6-
Conflict And Conflict
resolution.
Net Teaching Weeks
2
Course ILOs Covered by Topic
(By ILO Code)
K&U
I.S.
P.S.
G.S.
K1,k6
I1
K6
I2
P1
K3
I3
G1, G2,
K1,k3,k5,k6
I3
P1, P2,P3
G3
G1, G2,
K2
G3
I1, I2,
K1,k2,k4,k6
P3
G1
I3
13
2
The Higher Canadian Institute for Engineering
Technology and Business
Quality Assurance Unit
Course Specification
VI. Course Weekly Detailed Topics / hours / ILOs
Week
No.
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
Total
Hours
Sub-Topics
Different definitions of Negotiation
3
When does a negotiation take place
3
Real Life Negotiation Examples
3
Self assessment preparation
3
Situation assessment Preparation
3
BATNA
3
Midterm Exam
WATNA
3
Negotiation Skills
3
Negotiation Standards
3
Communication system
3
Communication system
3
What is a conflict
3
Conflict resolution
3
Final Exam
Total Teaching Hours
39
Contact Hours
Theoretical
Practical
Hours
Hours*
3
3
0
3
0
3
0
3
0
3
0
3
3
3
3
3
3
3
0
0
0
0
0
0
0
39
0
VII. Teaching and Learning Methods
Teaching/Learning
Method
Lectures & Seminars
Tutorials
Computer lab Sessions
Practical lab Work
Reading Materials
Web-site Searches
Research & Reporting
Problem Solving /
Problem-based Learning
Projects
Independent Work
Group Work
Case Studies
Presentations
Simulation Analysis
Course ILOs Covered by Method (By ILO Code)
K&U
K1,k3,k4,k5
Intellectual
Skills
I1,I2,I3
Professional
Skills
P1,P2,P3
General
Skills
G1,G2,G3
I1,I2,I3
P1,P2,P3
G1,G2
I1,I2,I3
P1,P2,P3
G1,G2
K2,K6
G1,G2,G3
Others (Specify):
VIII. Assessment Methods, Schedule and Grade Distribution
3
The Higher Canadian Institute for Engineering
Technology and Business
Quality Assurance Unit
Course Specification
Assessment
Method
Midterm
Exam
Final Exam
Quizzes
Course
Work
Report
Writing
Case Study
Analysis
Oral
Presentation
s
Practical
Group
Project
Individual
Project
Others
(Specify):
Course ILOs Covered by Method
(By ILO Code)
K&U
I.S.
K1,K2,K3
I1,I2
K1,K2,K3,K4,K5,K
6
K1,K2,K4
I1,I2,I3
K1,K3,K4,K6
IX. List of References
Essential Text Books
Course notes
Recommended books
Periodicals, Web sites,
etc …




P.S.
Assessmen
t
Weight /
Percentage
Wee
k
No.
20%
7
50%
15
10%
4,11
G1,G2,G
3
10%
14
G1,G2
10%
14
G.S.
P1,P2,P
3
P1,P2,P
3
Negotiation, sixth edition by Roy J. Lewici
X. Facilities required for teaching and learning
List the facilities required
 Computer, Data show, white board
Course coordinator: DR. Mahmoud Azmy
Head of Department: dr. Dina Krema
Date: September 2013
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