Minor Principles of Negotiation
- Broadening minor
- Minor code
The course is a combination of reading & understanding theory (through the assigned book and academic articles) as well as applying the theory in simulated negotiation role-plays and a research project. The minor consists primarily of plenary lectures based on required theoretical literature. Each lecture consists of a part of discussing the theory and a part where students are applying this theory (e.g. in-class role plays). In parallel students prepare and execute a research project (e.g. field experiment, survey based study) where they actively apply insights from the theory while focusing on a topic of their choice.
The main contents covered in this course are:
- The theory of negotiation, including behavioural decision making & decision analytic perspectives to negotiations,
- Conceptual frameworks to analyze conflict situations in personal and business related settings and to design negotiation strategies to successfully resolve them.
- Negotiation techniques and their underlying theoretical explanations.
- Multi-party and intercultural negotiations.
- The role of power, influence and persuasion in negotiations.
- The role of emotions in negotiation situations.
- Online negotiations using software agents.
- The role of gender and personality style in negotiations
- The role of non-verbal communications and lie detection in negotiations
- How to manage difficult negotiations/people and the role of negotiation ethics.
The learning objectives of the course in terms of academic knowledge are:
- Learn various negotiation theories.
- Analyze conflict situations and design negotiation strategies to successfully resolve them.
- Identify negotiation techniques and their underlying theoretical explanations.
- Understand multi-party and intercultural negotiations.
- Comprehend the role of power, influence and persuasion in negotiations
- Identify the role of emotions in negotiation situations.
- Gain insights on the role of gender and personality in negotiations
- Understand non-verbal communication and detect non-verbal cues in negotiations
- Investigate the role of negotiation ethics.
The acquired skills from this minor are:
- Reflect and learn from your experience in handling conflict situations
- Acquire new skills by “stretching your comfort zone”
- Improve your ability to persuade others and understand their tactics in conflict situations
- Become capable of evaluating the outcomes of a negotiation
This course is designed for students from various backgrounds. The required skills for the course are: good knowledge of English. Basic knowledge of statistics and any related software (e.g. SPSS, STATA, R, Excel) would be helpful for the research project. Presence in the lectures is mandatory.
Overview content per week
A draft overview of contents per week:
[Week 1] Introduction & Distributive Negotiations
[Week 2] Integrative Negotiations & Strategy/Planning
[Week 3] Introduction & Distributive Negotiations
[Week 4] Power, Influence & Cognitive Biases
[Week 5] Persuasion & Game Theory
[Week 6] Multi-Party Negotiations
[Week 7] Individual & Gender Differences
[Week 8] Negotiation Support Systems
[Week 9] Managing Difficult Situations & Non-verbal elements
[Week 10] Cross-Cultural Negotiations
The course is a combination of understanding theory and applying it in practice. The first part consists primarily of lectures based on theoretical literature. The second part includes participation in role plays, as well as participation in a group research project. The main deliverables consist of written reports (for the role-plays and the research paper) and class presentation (of research project).
- The books that will be used for this course are:
- Leigh Thompson, “The Mind and Heart of the Negotiator”
- Roger Fisher, William L. Ury, Bruce Patton, “Getting to Yes: Negotiating Agreement Without Giving In”
- Roy J. Lewicki, Bruce Barry, David M. Saunders, “Negotiation”
- Additional required readings: Academic and business articles from various sources (e.g. Harvard Business Review, Negotiation Briefings, Negotiation Journal)
- Instructions about the role-plays
Method of examination
There will be no individual final exam. The assessment for the minor consists of the following components:
1: Individual Reflection Journal
- Analyze the process and outcome of negotiation exercises and relate to relevant behaviour & tactics used.
- Identify & explain concepts from the course that may shed light on what happened during the negotiation.
2: Research Paper written report
- In a group you conduct a research project in the field of negotiations.
- The project has contribution in the theory and is managerially relevant & feasible.
- A thorough literature review is expected.
3: Research Paper Presentation
- The groups present their research project findings during the last week.
4: Additional Individual Assignments
NOTE: There is no re-sit possibility for this minor (that applies for all assignments / grade components).
Composition final grade
1: Individual Reflection Journal (40%) (Individual Assignment)
2: Individual in-class Assignments (20%) (Individual Assignment)
3: Research Paper written report (group assignment) (30%)
4: Research paper in-class presentation (group assignment) (10%)
NOTE: There is no re-sit possibility for this minor (that applies for all assignments). There is no minimum grade requirement per assignment. (Partial) Grades will only be valid during the current academic year (2018-2019).
Feedback to students’ deliverables is provided within 2 weeks from delivery date.
For final grades, the date, time and place of the perusal will be announced when the grades are published.
- Broadening minor
- Minor code
- Rotterdam School of Management, Erasmus University
- Study points (ECTS)
- Instruction language
- Campus Woudestein, Rotterdam