Dr Jonathan Booth

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.

This course may be capped/subject to controlled access. For further information about the course's availability, please see the MG Elective Course Selection Moodle page (https://moodle.lse.ac.uk/course/view.php?id=3840).

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.

Because much of the learning comes from engaging in the weekly negotiation simulations, a significant portion of the grade in this course is related to in-class engagement as measured by the continuous assessment outlined below.

30 hours of seminars in the WT.

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

In its Ethics Code, LSE upholds a commitment to intellectual freedom. This means we will protect the freedom of expression of our students and staff and the right to engage in healthy debate in the classroom.

Over the course of the term, students will compile a weekly negotiation learning journal reflecting on their experience in the respective negotiation case exercises, their learning, their identified strengths and opportunities for growth, and their plan of goals and strategies to attain future personal development. Students will link their weekly analysis of the case excercises to the concepts and theories in the literature which have been taught in a given week, as well as throughout the course. Learning journals then form the foundation of the students’ later summative work on the essay.

Students will also complete a formative essay, using the content of negotiation learning journal as foundation for the formative. The formative essay is a learning activity which supports students to prepare for the self-reflection component of 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 (60%, 2000 words) in the ST.
Continuous assessment (40%) in the WT.