UL00302/UC01202 NEGOTIATION SKILLS (1 2022/2023)

Associate Professor Dr. Andreas Totu

Email add: ndcardiff@gmail.com

Consultation time: After online lecture or through Telegram/WhatsApp

My Room: 1st Floor, Right Wing, PPIB Building
DATE LECTURE TOPICS

Week 1 Introduction to the course Group allocation

Week 2 Introduction to Negotiation
Week 3 Strategy and Tactics of Distributive Bargaining
Week 4 Strategy and Tactics of Integrative Negotiation
Week 5 Basic Communication Skills 1
Week 6 Basic Communication Skills 2
Week 7 Managing Difficult Negotiations
MID-SEMESTER BREAK
Week 8 Perception and Cognition
Week 9 Ethnics in Negotiation Negotiations
Week 10 Global Negotiation
Week 11 PRESENTATION
Week 12 PRESENTATION
Week 13 PRESENTATION
Week 14 PRESENTATION

1.0 RULES AND ASSESSMENTS OF THE COURSE

1.1 Attendance

Students must attend every (online) class throughout the semester. Failure to attend to any
classes will cause a student a serious trouble, such as being barred from sitting for the
Mid-semester test, which automatically entitles him/her an ‘F’ grade (incomplete
assessment). Therefore, if, for ANY REASON, you are unable to attend a class, please notify
me as far in advance as possible. Valid reasons (with written proofs) must be presented to
justify your absence. Your attendance will be recorded every time you attend or join an
online class.

1.2 Assessments

The assessments for this course are based on the FOUR components that are comprised of
(1) Case Study – witten (Group assignment - 30%), (2) Article Writing (Group assignment -
20%), (3) Class/Online Presentation (Group assignment - 20%), and (4) Online Test
(Individual assessment - 30%). Please refer to the Appendix A & B for more detailed
information.

Note:
Please be informed that every student must complete all FOUR (4) components of COURSEWORK. Failure
to complete even one (1) component will automatically give you an F grade. Therefore, be absolutely sure
to complete all the evaluations before the end of the semester.

2.0 REFERENCES

1. Andreas Totu (2015). Negotiation Skills. Singapore: McGraw-Hill.

2. Lewicki R.J., Saunders, D.M. and Barry, B. (2010). Negotiation 6th edition. Boston:
McGraw Hill.
3. Lewicki R.J., Saunders, D.M. and Barry, B. (2006). Negotiation 5th edition. Boston:
McGraw Hill. Lewicki, Roy, J., Saunders, David, M., Barry, B. and Minton, John,
W. (2003) Essentials of Negotiation 3rd edition. Boston: McGraw Hill.
4. Harvard Business School Press (2005). The Essentials of Negotiation. Boston:
Harvard Business School Press.
5. Thompson, L.L. (2005). The Mind and heart of the Negotiator 3 rd edition. New Jersey:
Pearson Prentice Hall.

*Check on Smartv3 for the link to WhatsApp group. Make sure all students must have
WhatsApp account to enable you to join the group.