2017 course dates to be confirmed.
Lecturer: Dr Jonathan Booth
Level: 300 level
Fees: Click here for information
Prerequisites: Students will need to fulfil ONE of the following two prerequisites:
(1) Introductory negotiation course (to the level of MG209) and a university level introductory course in psychology, sociology, political science, management, or economics; OR
(2) Evidence practical experience with negotiation that one has had on-the-job and/or in other professional capacities. Potential students should include in their application a brief summary (no more than one page) describing their negotiation experience.
Note: Because this course is primarily practical, all students must already be familiar with basic negotiation concepts (e.g., BATNA, reservation point, integrative bargaining, expanding the pie, etc.).
Lectures: 36 hours
Classes: 18 hours
Assessment*: Participation in classroom-based negotiation simulations (10%); mid-term personal negotiation assessment (20%); negotiation reputation index (20%); and a two-hour, unseen written examination (50%).
Typical credit**: 3 credits (US) 7.5 ECTS points (EU)
How to apply?
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*assessment is optional – see FAQs
**You will need to check with your home institution. Read more about credit transfer here.