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MCM-603: Negotiation: Skills and Applications

COURSE DESCRIPTION

This advanced course provides a comprehensive and practical exploration of negotiation theory, skills, and applications across a wide range of contexts. Students will examine the foundational concepts, psychological dynamics, and strategic frameworks of negotiation, with a strong emphasis on skill development through experiential learning, case analysis, and reflective practice. Key topics include the nature of negotiation, distributive and integrative bargaining strategies, the negotiation process, communication and persuasion techniques, the psychology of negotiation (including cognitive biases and emotional intelligence), cross-cultural negotiations, multiparty negotiations, and the resolution of complex disputes. The course integrates theoretical foundations with practical applications, preparing students for leadership roles in diplomacy, business, law, mediation, and conflict resolution.

COURSE TEACHING OBJECTIVES

  1. Analyze the fundamental concepts, theories, and frameworks of negotiation.

  2. Evaluate the distinctions between distributive and integrative bargaining strategies.

  3. Apply communication, persuasion, and questioning techniques to enhance negotiation outcomes.

  4. Assess the psychological and behavioral dimensions of negotiation, including cognitive biases, emotions, and power dynamics.

  5. Synthesize negotiation frameworks and strategies to address complex, cross-cultural, and multiparty negotiations.

  6. Design and implement effective negotiation plans, including the identification of interests, alternatives (BATNA), and concession strategies.

COURSE STUDENT LEARNING OUTCOMES

Upon successful completion of this course, students will be able to:

  1. Articulate the key concepts, theories, and ethical considerations in negotiation.

  2. Distinguish between distributive and integrative negotiation strategies and apply each appropriately.

  3. Prepare for negotiations systematically, including the identification of interests, goals, alternatives (BATNA), and reservation prices.

  4. Demonstrate effective communication, active listening, and persuasion skills in negotiation contexts.

  5. Analyze the role of cognitive biases, emotions, and power dynamics in negotiation outcomes.

  6. Navigate cross-cultural and multiparty negotiations with cultural competence and strategic adaptability.

  7. Evaluate the ethics of negotiation and apply principles of principled negotiation to complex disputes.

ORGANIZATION OF COURSE STUDIES

The course is organized into five study periods (typically 2 weeks each, though self-paced). Each period includes intensive reading of the assigned textbook(s), viewing of the supplementary video(s), and a short response paper or reflective assignment (500–1,000 words) reflecting on the material and its application. Students must contact the instructor for feedback after each period.

Course Content

End of Course Student Feedback Form (all students must complete this form after receiving grade).

End-of-Course Student Feedback Survey
50

Course Instructor:

This is course is supervised by a primary instructor/faculty member and may also be served by a backup instructor.

The International Faculty Coordinator will confirm the assignment. Do not contact any instructor prior to LMS enrollment with faculty assignment confirmed.