Dr. Aurelie Cnop

Dr. Karin King

This course is available on the CEMS Exchange, Global MSc in Management, Global MSc in Management (CEMS MIM), Global MSc in Management (MBA Exchange), MBA Exchange, MRes/PhD in Management (Employment Relations and Human Resources), MSc in Human Resources and Organisations (Human Resource Management/CIPD), MSc in Human Resources and Organisations (International Employment Relations/CIPD), MSc in Human Resources and Organisations (Organisational Behaviour), MSc in Management (1 Year Programme), MSc in Management and Strategy and MSc in Social Innovation and Entrepreneurship. This course is available with permission as an outside option to students on other programmes where regulations permit.

Being a skilful negotiator is a core competence of effective managers in organisations today. This course introduces students to the essential concepts underlying effective negotiations and draws on both scholarly evidence and practical case exercises. The course curriculum covers essential negotiation concepts such as distributive and integrative bargaining, sometimes called pie-slicing and pie-expanding approaches, two-party and multi-party negotiation, as well as more advanced issues such as the impact of culture and the psychology of judgement and decision-making. Considering more advanced issues, lecturers highlight the importance of power, tactics, strategy, information and trust in shaping the structure and outcomes of negotiations. Students will engage in weekly negotiation simulation exercises to help them understand the concepts and develop their negotiation skills.

30 hours of seminars in the LT.

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

Over the course of the term, students will compile a weekly learning journal reflecting on their experience in the negotiation case exercises and linking their analysis to the concepts and theories in the literature which have been taught in a given week.

Collective formative feedback is provided on case journals from weeks 1 through 4 and on class participation. Learning journals then form the foundation of the students’ later summative work on the Negotiations Cases Journal. Students will also complete a formative essay. The formative essay is a learning activity which supports students to prepare for the summative essay.

The main text, covering most of the material in the course is: Leigh Thompson, The Mind and Heart of the Negotiator, 7th  edition Pearson, Harlow, 2020.

Students will be expected to read the set of essential readings which are provided in the MG473 Reading List. This is carefully curated for focus and quality over quantity.

The following texts are also recommended, as optional:

Roger Fisher and William Ury, Getting to Yes: Negotiating Agreement Without Giving In, Penguin Books, New York, 2012

Ken Binmore, Game theory: A Very Short Introduction, Oxford University Press, Oxford, 2007

Andrew M. Colman, Game Theory and its Application to the Social and Biological Sciences. Routledge, Hove, 1999; Roy Lewicki et al 2020 Negotiation

Essay (75%, 2000 words) in the ST.
Learning log (25%) in the LT.

Negotiation Cases Journal (25%) to be submitted in the LT and Essay (75%, 2000 words) to be submitted in the Summer Term.

The Negotiations Cases Journal comprises 25% of the overall course grade and is submitted at the end of the Lent Term.

The course uses a continuous reflective exercise through the weekly use of a Negotiations Journal which comprises 25% of the overall course grade. Each week, students critically reflect on their experience in the week's negotiation simulation case. In doing so, students analyse each negotiation case based on knowledge of core concepts from the literature and write their analysis of the case in their Learning Journal in the form of a Learning Log for a given case. During the term, students submit their Negotiations Journal in draft, as a formative assessment for which they receive formative feedback. At the end of the term students submit their Negotiations Journal for summative assessment. In doing so, they select and submit their choice of three (3) of their case-specific learning logs.

The written essay is the second of two summative assessments in MG473 and comprises the remaining 75% of the overall course grade. The summative essay is submitted in the Summer Term. Summative essay questions are released at the end of the Lent Term when students submit their Negotiations Cases Journal.