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1. COURSE DESCRIPTION
Conflict and Negotiation are two common and integrated forms of business interaction. This course aims at providing a systematic introduction of concepts, theories and practices, with a focus on equipping students with toolkits of handling conflict and negotiation.
Negotiation equips participants with a range of strategies and practices to improve the quality of their negotiating skills through an examination of the key research in the field and by offering the opportunity to practice, reflect and receive feedback on their performance in a range of activities, cases and simulations.
Conflict Resolution enables participants to learn and apply techniques of conflict management and resolution and be able to transfer the skills learnt to their organization.
2. COURSE CONTENT
No
Content
Time Allocation
Contribution to CLO
Hour(s) on the class
Essays, exercise,
Assignments...
Self-study with teacher’s tutorials
Lecture
Practice, Seminar
1
Chapter 1: Distributive and Integrative Negotiations
3
1
1.5
5.5
1, 15, 16, 17
2
Chapter 2: Value Claiming / Value Creation
3
1
1.5
5.5
2, 15, 16, 17
3,4,5,6
Chapter 3: Negotiation Analysis Issues, Interests & Needs; Bargaining Mix;
Positions
3
4
6
22
3, 4,10,11,13, 14, 15, 16, 17
7
Chapter 4: Negotiation Strategy and tactics
3
1
1.5
5.5
6,10,11, 13, 14, 15, 16, 17
8
Chapter 5: Negotiation Behaviours
3
1
1.5
5.5
10,11, 13, 14, 15, 16, 17
9,10
Chapter 6: Conflict Resolution ‐
Interpersonal Conflicts / Olten Model
3
2
3
11
1, 10,12,13, 14, 15, 16, 17
11,12
Chapter 7: Trust & Control , trust development and trust repair / Intercultural aspects of trust, trust development and trust repair
(Culture and Conflict)
3
2
3
11
6, 8 ,9,10,12,13, 14, 15, 16, 17
13
Chapter 8: Power in Negotiations
3
1
1.5
5.5
5,10,11, 13, 14, 15, 16, 17
14
Chapter 9: Intercultural Negotiation
/ Intercultural impacts on negotiation
styles
3
1
1.5
5.5
6, 7,10,11, 13, 14, 15, 16, 17
15
Chapter 10: Managing Negotiation
Impasses & Difficult Negotiations
3
1
1.5
5.5
6, 8, 10,11, 13, 14, 15, 16, 17
Total
30
15
22.5
82.5
3. COURSE ESSESSMENT
- Score ladder: 10
- Type of assessment
Form
Content
Criteria
CLO
Proportion
Formative
Written Assignment 1
Descriptive Case Study Writing
Group task: Choose one real‐world case study
1,2,3,4,5,6,7,8,9,10,11,12,13,14,15
30%
Written Assignment 2
. Case Analysis – Analytical and Reflective Essay
Individual task: Student selects one (or more) relevant theoretical model or perspective from those considered during the course
.1,2,3,4,5,6,7,8,9,10,11,12,13,14,15
70 %
Total:
100%