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MG300: Negotiation Boot Camp: Personal Mastery in the Art of Negotiating

Session: One
Prerequisites: Introductory negotiation course (to the level of MG209) and a university level introductory course in psychology, sociology, political science, management, or economics. 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.). We will also accept students who have practical experience with negotiation through their working life, if that experience is described in a brief summary (no more than 1 page) and included in the application.

Dr Jonathan Booth

Course Overview

Aims 
Negotiation Boot Camp is a supportive and challenging course aimed at those wishing to master the art of negotiation using five pedagogical elements:

  1. Mastering evidence-based best practices through disciplined negotiation practice and challenges;
  2. Intensive, practical peer and instructor feedback;
  3. Opportunities for structured self-observation, evaluation, and crafting a personal development plan;
  4. Development of personal negotiation style that leverages personal negotiating strengths and minimises liabilities of personal weaknesses;
  5. Identification of ideal negotiation settings and situations that fit their personal style, and practice in creating these situations when top performance is most likely.

Content
The course is built on students conducting actual negotiations in nearly every session, and using the negotiation experience for group discussion and individual feedback. Three themes run throughout this course:

Theme 1. Self-knowledge. Focus on understanding your own negotiating style, strengths, weaknesses, opportunities (unknown strengths), and blind-spots (unknown weaknesses) using self-reflection, classroom exercises, and peer feedback.

Theme 2. Situational agility. Focus on diagnosing different negotiation situations, social contexts, and negotiation relationships with others, as well as learning how to figure out what others’ styles and motives are. Finding out how to use one’s own style, strengths, and weaknesses in the best way possible to fit different situations.

Theme 3: Personal mastery. Focus is on mastering the use of ones’ own style and strengths by engaging in negotiation exercises throughout the course, and by increasing the difficulty and intensity of those exercises as the course progresses. Focus is also on reinforcing the learning so that it can be used outside the classroom setting.


Text
Students must read L. Thompson's The Mind and Heart of the Negotiator, Pearson Educational International (4th edition, 2009) prior to the first day of class.

In addition to the Thompson text, selected articles and case studies will be made available online.

Lectures: 36 hours    Classes: 12 hours
Assessment:  The assessment in this course will be divided into four elements: 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%).

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