Business Negotiations

Course Code: 
MGMT3019

This course provides an introduction to the theory and practice of negotiations as applied in the context of a business. It is intended primarily for students preparing for a career in Human Resources Management, Industrial Relations or in general management. Many of the principles encountered in this course will be applicable to conflict resolution in other aspects of life.

The objective of the course is to provide insights into the theoretical and practical aspects of business negotiations. Students should benefit from an enhanced capacity to evaluate a negotiating situation, to plan the process and to execute a negotiation on their own behalf or on behalf of a client.

The course will include the following components - independent study, lectures, case analysis, simulation exercises and other learning experiences.  The course will make use of the “team teaching” approach and at least one other lecturer will be available for students’ guidance. However, course delivery will rely heavily on student participation and students will be encouraged to take responsibility for their own learning by reading, participating in class discussions, participating in learning exercises and in simulations and by consulting with course leaders.

Semester: 
Semester 2
Pre-Requisites: 
MGMT2008
Department: 
Mona School of Business and Management