Prof David Marsden

This course is available on the CEMS Exchange, IMEX Exchange, 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 Management, MSc in Management (CEMS MIM), MSc in Management (MiM Exchange), MSc in Management and Strategy, MSc in Management, Organisations and Governance, MSc in Public Management and Governance and MiM Exchange. 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 highlights the importance of power, tactics, strategy, information and trust in shaping the structure and outcomes of negotiations.  The course covers basic negotiation concepts such as distributive and integrative bargaining, sometimes called pie-slicing and pie-expanding approaches, as well as more advanced issues such as the impact of culture and the psychology of judgement and decision-making. Students will engage in negotiation simulation exercises to help them understand the concepts.

30 hours of seminars in the LT.

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.

Class participation (10%), other (15%) and other (75%).