Courses Catalogue

Contemporary Negotiation Models/theories

COURSE CODE: CRP 9211
COURSE CREDIT UNIT: 4
ACADEMIC PROGRAMME: Conflict Resolution and Peace-building, PhD
COLLEGE/SCHOOL/FACULTY: College of Humanities and Social Sciences
STATUS: Core
PROGRAMME TYPE: Postgraduate

Course Description

This course is intended to be a balance of theory and practice, and draws on the classic negotiation literature, as well as more recent work. The case study method will be used, active negotiation simulations, group work and lectures to bring the conceptual material to life, as well as to build students’ personal negotiation skills.

Facilitators will analyse and unpack some of the core concepts in negotiation, such as creating vs. claiming value, establishing objective criteria, managing principle-agent issues in negotiation, dealing with difficult tactics, managing emotions, multiparty negotiations, and others.

 

COURSE AIM

1. To develop in students knowledge and skills forinternational negotiation;

2. To acquaint students with a multisectoral approach to negotiation, involving elements from the public, private and non-profit worlds

3. To provide knowledge on effectivenegotiation leadership and managementstrategies, drawing from experience and literature in theory and practice in Negotiation.

 

COURSE LEARNING OUTCOMES

By the end of the course, should be able to:

1.    Demonstrate knowledge and skills in international negotiations;

2.    Demonstrate knowledge and skills inmultisectoral negotiations involving elements from the public, private and non-profit worlds;

3.    Demonstrate effectivenegotiation leadership and management knowhow, drawing from experience and literature in this domain.