BBR3300 - NEGOTIATION SKILLS – Undergraduate

3.2 Course Purpose

The course aims to expose learners to tools and techniques of negotiation for conflict
transformation

3.3 Expected learning outcomes

By the end of the course, students should be able to:
1. Explain the art of integrative and distributive arts of negotiating techniques.

2. Describe effective communication processes in managing negotiations.

3. Discuss concepts of international and cross cultural negotiations

4. Apply the practice of the culture of win-win situation in business negotiations

3.4 Course Outline

1. Negotiation - definition, Features of Negotiation • reasons for negotiation,
2. Negotiation Skills; Positional bargaining, Negotiation tactics; Bargaining behaviour.
3. Factors important in negotiation;
4. Guidelines for conducting negotiations;
5. Types of Negotiation -Distributive verses Integrative Negotiation
6. Negotiation Process - Designing a negotiation plan ,Creating a negotiation team.
7. BATNA-The Best Alternative To a Negotiation
8. Bargaining Zone Model of Negotiation - Negotiating Behavior, Issues in Negotiation
9. Negotiation strategies : Principled negotiations by Roger Fisher and William Ury,
Mixed negotiation by Willem Mastenbroek, 3-D Negotiation by David Lax and James
Sebenius.
10. Negotiation Processes – preparation, negotiation and closing deal
11. Characteristics of an effective negotiator, Managerial Negotiations Commercial
Negotiations Legal Negotiations Expected outcomes B Skills.
12. The Importance of BATNAs - Third-party Negotiations, Investigation, Negotiation
Skills - Gihan Aboueleish
13. Negotiation modes - Conciliation, Arbitration, Adjudication, Mediation
14. Post-negotiation assessment and evaluation.
15. International negotiations and cultural negotiation;

3.5 Mode of Delivery

Lectures, Individual and Group discussions and presentations, Tutorials, Case studies, Role
play, and Guest lecturers
3.6 Instructional Materials/ Equipment
Whiteboard, Markers, Charts, Handouts, LCD projector, Laptop.

3.7 Course Evaluation

Continuous Assessment Tests 30%
 End of semester examination 70%
Total 100%
3.8 Core Reading Materials for the Course
a. Stoner, J. A., Freeman, R.E. and Gilbert Jr.,D.R. (2003). Management, 6 th Edition,
Prentice Hall
of India

b. Bateman, T.S. and Sness, S.A. (2003). Management in the New Era, 5 th Edition,
Tarter McGraw
Hill India/New York

3.9 Recommended Reference Materials for the Course

Bateman, T.S. and Snell, S.A. (2003). Management in the New Era, 5 th Edition, Tata
McGrawHill, New York,

Course Journals
Journal of International Business
Studies Journal of Strategic
Management Journal of International
Marketing

Reference Journal
Harvard Business Review
Journal of Strategic Marketing
Journal Business Management