COURSE PLANNING
SEMESTER 1 2021/2022 (A221)
NEGOTIATION COMMUNICATION
Group A
Monday & Thursday
(08.30am – 10.00am)
Lecturer:
CIK HAJAH NUREDAYU OMAR
School of Multimedia
Technology & Communication,
Universiti Utara Malaysia
  sharina@uum.edu.my
 04-928
Consultation hours: Anytime
through whatsapp
@ Via appoinment.
SCCG3123
Group B
Sunday & Wednesday
(2.30pm – 04.00pm)
Lecturer:
DR. SHARINA SAMSUDIN
Room No: 4037,
School of Multimedia
Technology & Communication,
Universiti Utara Malaysia
 04-928 5855/0194755857
Consultation hours:
Via appoinment.
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Group C
Sunday & Wednesday
(11.30am – 01.00pm)
Lecturer:
DR. JAMILAH JAMAL
School of Multimedia
Technology &
Communication,
Universiti Utara Malaysia

 04-928
Consultation hours:
Via appoinment.
No. Information on Course

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1. Course Name : NEGOTIATION COMMUNICATION

2. Course Code: SCCG3123

3. Name(s) of Academic Staff:

 NUREDAYU OMAR
 SHARINA BT. SAMSUDIN, PHD
 JAMILAH JAMAL, PHD

4. Rationale for the inclusion of the course in the programme:

The course is a core-course for minoring Organizational Communication. Negotiation is two
parties interaction that serve to shape and influence decisions and perceptions across
interpersonal, groups, organizations, and public settings. Despite, it is important in building
personal and professional relationships in our everyday life be it a team members in
organization or to engage in responsible citizenship. Thus, this course enhance
understanding and ability to use communication strategies and techniques to negotiate.

5. Semester/Year Offered: 6/3

6. Credit Value: 3

7. Pre-requisite (if any):

None

8. Objective(s) of Course :
After completing this course, students should be able to:
i. Learn and understand the important concepts and theories in negotiation
ii. Understand the communication in negotiation strategies and techniques
iii. Apply the knowledge obtained in class to real life negotiation situations

9. Course Learning Outcomes:

Upon completion of the course, students are able to
i. Describe the important concepts and theories in negotiation (C2, A1)
ii. Discuss the negotiation communication strategies and techniques (C2, A2)
iii. Construct communication plan for negotiation (C6)
iv. Demonstrate key skills of ethical communication and profesionalism needed
in negotiation (C3, A3, P5)
10. Transferable Skills:
Social skills, Problem Solving, Ethics and Professionalism

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 11. Teaching-learning and assessment strategy:
Teacher-centred, Student-centred and Online.

12. Synopsis:
The course will to expose students to key skills of communication in negotiation.
Among the aspects that will be discussed are important concepts in communication
for negotiation, theories and models of persuasion related to negotiation, strategies
and techniques of communication in negotiation. Besides, the course also focus on
the skills to maximise chances of successful negotiation outcomes from the
communication perspective.
Assessment Methods and Types:
13.
Coursework – 60%
- Assignment 1 –Individual 20 %
- Assignment 2 – Group Project 30%
- Assignment 3 – Group Project presentation - 10% (compulsory to all students to do
presentation, marks will be given individually)
Final Assessment/Examination - 40%

14. Content outline of the course/module and the SLT per topic

Topics/Weeks TLO REMARKS

1. Introduction Students are able to:  Discuss the course

1.1 Definition of negotiation syllabus
1.2 Theories of communication related to i. Describe communication in  Discuss the
negotiation Negotiation requirements/assess
1.2.1 Agenda Setting ii. Understand concepts and ments for the course
1.2.2 Persuasion Behavioural model of negotiation
Theory communication
1.2.3 Persuasion Tools Model

2. Types of negotiation Students are able to:  Discuss individual and

2.1 General negotiation group assignment
2.2 Organizational negotiation i. Understand the approaches  Form groups
2.3 Business negotiation of negotiation
2.4 Public negotiation ii. Describe communication
functions in negotiation

3. Negotiation phases and approaches Students are able to: Activity 1: Please check
3.1 Phases our class portal
3.1.1 Seeking for information i. Describe individual and (Doc 1 submission:
3.1.2 Bargaining team negotiation Proposal)
3.1.3 Closing
3.2 Approaches
3.2.1 Distributive Lecturers reply OL
3.2.2 Integrative

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4. Nonverbal communication skills Students are able to:
4.1 Nonverbal messages
4.2 Perception on nonverbal behaviour i. Understand the nonverbal
4.3 Cognitive biasness sensitivities among parties
4.4 Issues of nonverbal communication in during negotiation
negotiation

5. Verbal communication skills Students are able to: Assignment 1

5.1 Oral Communication (Individual assignment)
5.2 Written communication i. Understand how parties
5.3 Planning a negotiation proposal communicate during
5.4 Improving comm. in negotiation negotiation
ii. Discuss on how to improve
communication for
negotiation

6. Active listening skills Students are able to: Activity 2: Please check
6.1 The importance of active listening in our class portal
negotiation i. Apply listening skills for
6.2 Barriers of active listening in negotiation (Doc 2 submission:
negotiation Report on Progress)
6.3 Reasons for listening in negotiation
Lecturers reply OL

7. Questioning skills Students are able to:

7.1 Questioning process
7.2 Creating questions i. Apply questioning skills for
7.3 Using questions as communication negotiation
strategy in negotiation
8. Persuasive skills Students are able to:
8.1 Persuasive skills in negotiation
8.2 Gaining interest i. Understand the persuasive
8.3 Maintaining positive atmosphere skills in negotiation
ii. Discuss persuasive skills for
negotiation

SEMESTER BREAK (3 – 12 DEC 2021)

9. Channels of communication Students are able to: Assessment 2:
9.1 Interpersonal communication i. Understand the (Group assignment)
9.2 Mediated communication importance of choosing the
9.3 Mass media right channels for
9.4 Selecting appropriate channels negotiation
9.5 Level of impact ii. Discuss the advantages and
disadvantages of
negotiation channels

10. Culture and negotiation Students are able to:

10.1 Pattern of cultural communication

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 10.1.1 Direct vs Indirect i. Understand the
10.1.2Emotionally expressive vs approaches of negotiation
emotionally restrained ii. Describe the impact of
10.2 Impacts of culture on negotiation culture on negotiation

11. Global negotiation Students are able to: Activity 3:

11.1 Differences in cross-border Group video
negotiation i. Understand global presentation
12.2 Regulations and Policies negotiation
12.3 Diplomacy ii. Describe cultural and
policies differences in
global negotiation
12. Strategies and tactics Students are able to: Final assessment :
12.1 Compete Group Case Study
12.2 Collaborate i. Describe the strategies and
12.3 Compromise tactics of negotiation
12.4 Accommodate communication
12.5 Avoid ii. Discuss various
communication strategies
in negotiation
13. Ethics and negotiation Students are able to:
13.1 Ethical and unethical tactics
13.2 Motives and intentions i. Describe ethics on
negotiation
communication
Main References:
Fatehi, K. & Choi, J. (2018). International Communicationa and Negotiation, Springer: Nature,
Switzerland, AG. Ebook: 978-3-319-96622-9
Ebenstein, D (2013). I hear you: Repair communication breakdowns, negotiate successfully and build
concensus, in three simple steps. New York: AMA. www.amabooks.orf/go/
Folger, J.P., Poole, M.S. & Stutman, R.K. (2013). Working through conflict: Strategies for relationships,
groups and organizations (7th edition). Boston: Pearson Education, Inc.
Additional References:
Kennedy, Gavin (2007). Strategic negotiation. Aldershot: Gower.
Zartman, I. William (2007). Negotiation and conflict management. London: Routledge.
Lewicki, R. J., Saunders, D. M., Barry, B., & Minton, J. W. (2004). Essentials of
negotiation (3rd Ed.). Boston, MA: McGraw-Hill.
O’Hair, D., Friedrich, G. W., & Dixon, L. D. (2005). Strategy communication in business and the
professions (5th Ed.). Boston, MA: Houghton Mifflin.
Smeltzer, L. R., Leonard, D. J., & Hynes, G. E. (2002). Managerial communication: Strategies and
applications (2nd Ed.). Boston, MA: McGraw-Hill.

Prepared by;

Sharina Samsudin
Course Coordinator