Prof John Kelly

This course is available on the MSc in Human Resources and Organisations (Human Resource Management/CIPD), MSc in Human Resources and Organisations (International Employment Relations and Human Resource Management), MSc in Human Resources and Organisations (Organisational Behaviour), MSc in International Management, MSc in Management, MSc in Management (CEMS MIM), MSc in Management and Strategy, MSc in Management, Organisations and Governance and MSc in Public Management and Governance. This course is available with permission as an outside option to students on other programmes where regulations permit.

Also available as an option to students on the MPhil/PhD in Management: Employment Relations and Organisational Behaviour.

This course adopts an interdisciplinary perspective to analyse negotiations, covering ideas and approaches psychology, employment relations and economics.  These approaches highlight the importance of power, tactics, strategy, information and trust in shaping the structure and outcomes of negotiations.  The first part of the course covers two key facets of bargaining, distributive and integrative bargaining, sometimes called pie-slicing and pie-expanding approaches.  The second part examines the impact of culture, the value of game theory, the psychology of judgement and decision-making and the sociological concepts of frame and framing.

10 hours of lectures and 20 hours of seminars in the MT.

Students on this course will have a reading week in Week 6, in line with departmental policy.

Students, individually or in groups, will be asked to make presentations and participate in negotiation exercises.

The main text, covering most of the material in the course is: Leigh Thompson The Mind and Heart of the Negotiator, 6th edn, Pearson, 2014. The following are also useful: Roger Fisher and William Ury, Getting to Yes: Negotiating Agreement Without Giving In, Penguin Books, 1981; Max Bazerman & Margaret Neale, Negotiating Rationally, Free Press 1992; and G.Richard Shell, Bargaining for Advantage, 2nd edn, Penguin, 2006.  Students will be expected to read widely in appropriate journals, and a list of references will be provided at the start of the course.

Exam (90%, duration: 2 hours) in the main exam period.
Class participation (10%).

Students on the MSc in Management (CEMS MIM) programme will be assessed by a formal two-hour examination (90%) and class participation (10%) at the end of Michaelmas term.