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GE2254 - Negotiation for Life and Work

Offering Academic Unit
Department of Management
Credit Units
3
Course Duration
One Semester
GE Area
Area 2: Study of Societies, Social and Business Organizations
Equivalent Course(s)
Exclusive Courses:
Course Offering Term*:
Not offering in current academic year

* The offering term is subject to change without prior notice
 
Course Aims

Conflicts and disputes abound in diverse contexts. This course is designed to equip students with theory, knowledge and skills (e.g., communication and negotiation) to effectively and creatively manage competition and cooperation to reach win-win agreements in diverse contexts, from individual negotiations to inter-organizational cooperation. Students will learn how to navigate the tension between cooperation and competition to avoid lose-lose outcomes. The course draws on interdisciplinary research in management, economics, and psychology to provide concepts and theories for understanding the processes and dynamics required for reaching win-win agreements in diverse contexts. Teaching will be conducted in a combination of lectures, video showings, and in-class simulations. Class exercises will be provided to illustrate interdisciplinary concepts, theories, and practical skills to forge efficient cooperation. There is a group project that requires the analysis of real real-world cases of managing competition and cooperation in an interpersonal or inter-group context. Students will examine different ways of reaching win-win agreements, and the factors and processes that may derail such agreements.

This course aims to

  • To provide students a broad, intellectual understanding of a set of central and interdisciplinary concepts and theories in negotiation (especially the economic, behavioral, and psychological models of negotiation), dispute resolution,¬†interpersonal and intergroup interactions, and inter-organizational relations;
  • To provide students knowledge and skills in social interactions, communications, bargaining, and negotiations, to apply multiple disciplinary concepts and theories and to discover creative and effective solutions to navigate the tension between cooperation and competition in different cultural contexts;
  • To provide hands-on analysis and practice, and building blocks of communication and negotiation strategies that help students creatively and effectively manage different types of negotiations in a variety of contexts and reach collaborative and win-win agreements.¬†

Assessment (Indicative only, please check the detailed course information)

Continuous Assessment: 50%
Examination: 50%
Examination Duration: 2 hours
 
Detailed Course Information

GE2254.pdf

Useful Links

Department of Management