Negotiation Management

 

 

 

 

[Negotiation Management] Syllabus

[Second Semester]   2018/2019

Instructor Information

Instructor

Email

Office Location & Hours

[Munir Abbas]

mouneerabs@yahoo.com

[Location, Hours, Days]

General Information

Description

The course includes a series of lectures under the following main titles:

- Negotiation techniques - Negotiation techniques - Negotiation techniques and tactics - Guide to preparing for negotiations - Implementation of the strategy of cooperation - Negotiation ethics and its schools - Logical negotiation - Completion of negotiation in business - Negotiation rationally - Negotiation using emotions - Ways of persuasion - Managing negotiating team.

Expectations and Goals

The course aims to:

1-            introduce the student to the negotiation process in theory and the ability to practice it.

2-            It recognizes the concept of negotiation, its importance, methods of conflict resolution, the five most famous negotiating strategies, negotiation techniques and tactics, and the implementation of the negotiation process in its five stages.

3-           The course also provides ethics of negotiation and methods of dealing with different types of negotiators.

4-           It also focuses on the strategy of cooperation and ways of applying it to develop a guide to prepare for the negotiation process so that the student can build a strong negotiating file in any area that uses the negotiation process.

5-             The course also provides a practical practical section of the theoretical section filled with practical practical examples and negotiation issues of various forms: personal, economic, political, social.

Language(s) of Instruction:  English                                Textbook(s) Language(s): English

 

Course Materials

Required Text

- Lewicki. J. R., Barry, B., & Saunders, M. D. (2015). Negotiation. (Seventh Ed.). McGraw-Hill Education, NY, USA.

- Lewicki. J. R., Barry, B., & Saunders, M. D. (2015). Essentials of Negotiation. (Sixth Ed.). McGraw-Hill Education, NY, USA.

- Mayer, R. (2010). (1st ed.). How to Win Any Negotiation. Career Press, NJ, USA.

- Kennedy, G. (2009). Negotiation. (3rd Edition). CAPDM Limited, Edinburgh, Scotland, Great Britain.

- Dawson, R. (2005). Secrets of Power Negotiating. (5th Ed.). Career Press, NJ, USA.

- Dawson, R. (2003). Secrets of Power Negotiating. (5th Ed.). Career Press, NJ, USA

Course Schedule

 

Week

Topic

Reading

Exercises

1

 

What is negotiation?

 

 

2

 

Ways to resolve the conflict

 

 

3

 

Negotiation strategies

 

 

4

 

 

 

 

5

 

Negotiation techniques and tactics

 

 

6

 

Guide to preparing for negotiations

 

 

7

 

Implement the cooperation strategy

 

 

8

 

Negotiation ethics and schools

 

 

9

 

Logical negotiation

 

 

10

 

Complete business negotiation

 

 

11

 

Negotiate rationally

 

 

12

 

Negotiate using emotions

 

 

13

 

Ways of persuasion

 

 

14

 

Managing the negotiating team

 

 

15

 

Practical applications

 

 

16

 

Practical applications

 

 

 

Testing Schedule

test

Date

Subject

Reading

Type

language

% of final grade

Quizz 1

27/10

 

 

MCQ/written

English

10

Quizz 2

8/12

 

 

MCQ/written

English

10

Activity

29/12

 

 

 

 

10

Final Exam

5/1/2019

 

 

MCQ/written

English

70

Attachement Files

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