Group work

1 - Oral assessment and presentation - 50

Coursework

2 - Written assignment (including essay) - 50

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Through several min-cases and one complex negotiation simulation case, developed through the case, supported by class discussion, we will cover the following key topics: 
<ul><li>A framework for negotiation – preparation, value discovery, operationalization for value creation </li><li>Analysing the situation, identifying objectives and interests, developing negotiation strategies </li><li>Understanding the effect of culture on negotiation </li><li>Unconscious bias and the art of persuasion / influence </li><li>Value discovery and the difference between value and price  </li><li>Group decision making &amp; ethical behaviour in negotiation </li><li>Operationalization of value creation – laying the groundwork and managing the stakeholders</li></ul>
The core case study is based on the lecturer’s experience and will cover the process of creating a foundation for value creation in an M&amp;A scenario. You will work in small groups, each group representing a key stakeholder group in the process to explore how “win-win-win” outcomes satisfying multiple and diverse interests / objectives can (or cannot…) be realized through a process of linked negotiations.

Feedback is provided in a number of ways throughout your module. This includes feedback you receive during teaching from both peers and lecturers and that provided for formative assessment. Following an assessment, you will be given your marks and feedback in line with the assessment regulations and policy. More information on the timing and type of feedback that will be provided for each assessment will be available from the module leader. <a href='https://www.citystgeorges.ac.uk/about/governance/policies/student-policies-and-regulations'>https://www.citystgeorges.ac.uk/about/governance/policies/student-policies-and-regulations</a>

This module will support the development of all the graduate attributes. Your module leader will provide you with information about how your learning, teaching and assessment activities support your development of these attributes. The graduate attributes are: - Always learning - Engaged in the world - Technical and digital - Connected Professional - Creating Impact

In-Person - 

Self-directed - 

Influence: The Psychology of Persuasion

The relationship between cultural values, cultural intelligence and negotiation styles

Journal of Business Research  

Negotiation, Organizational Behaviour and Human Decision Processes

3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals

Thinking Fast and Slow

Required Readings: All lectures require readings from the textbook (see below) and a case study. The complete list of required readings is contained in the course syllabus. 

MBM727 - Negotiating for Business Success

MBM727-PRD3-PER-ALV1

Class lectures, case studies, required and supplemental readings, simulation game and classroom discussion.  In-class and written feedback and examples.

Negotiating for Business Success

Use the core concepts of negotiation, including the “Zone of Possible Agreement” (ZOPA) and “Best Alternative to a Negotiated Agreement” (BATNA). 

Knowledge

Identify all parties’ interests and objectives, articulate what success means for a negotiation and shape a negotiation strategy to optimise outcomes. 

Skills

Give an overview of system 1 and system 2 thinking (ref: Thinking, Fast and Slow, by Daniel Kahneman (2011)) and the various biases that can arise in the negotiation arena. 

Debate the differences between acting as an “agent” versus negotiating for your own ends. 

Develop an ethical approach to negotiation – drawing the line between acceptable persuasion and unethical behaviour. 

Values and attitudes

Assess the issues of group decision making and optimising for self-interest, and how they affect negotiation 

Explain how negotiation styles and approaches should be adapted for different cultures. 

Provide insight to your own “natural” negotiating style. 

Take a holistic view of what success means in negotiation. 

Develop an approach to value discovery and how to assess value vs price and the risks related to that process. 

Put into practice the key concepts of the negotiation framework and practiced the arts of persuasion and influence. 

Negotiate across a range of stakeholders and prepare a plan for operationalizing the benefit of a deal to deliver a successful outcome. 

Analyse how the plan for value creation should shape the negotiation process, and how to build alignment across diverse stakeholders to underpin that process. 