Admission requirements
Only students from the Honours College GGA can take this course.
Maximum number of students:
30 students (BA1)
Description
Changes in society, the global economy, and ways people work have made negotiating skills more important than ever. The challenges are legion: dealing with history’s most diverse work force, doing business with customers who tell you how to run your business, negotiating with foreign counterparts—and more. These are not just issues of corporate concern; they are also of increasing importance to your personal success.
By participating in this course you will come to recognize the pervasiveness and importance of negotiation. You will acquire a new repertoire of negotiating skills in a variety of different conflict settings. You will develop a systematic and positive approach to negotiating with colleagues, bosses, clients, other stakeholders, and external groups of all kinds—in ways that equip you to deal also with all kinds of conditions and circumstances.
This is an interactive course based on the idea that becoming skilled at negotiation is best achieved through practicing it. Therefore this course contains simulation games and negotiation exercises where you can practice your negotiation and leadership skills in a safe environment on your fellow students. The exercises will be combined with reflection, discussion, readings, assignments and presentations to connect theory and practice and enhance the overall learning.
Course objectives
This course aims to help you develop the negotiating skills needed to meet the challenges facing today’s world. The course integrates the experiential and intellectual components of negotiation, and will help you
develop the sophistication to analyze bargaining and conflict relationships
to learn (through class discussion, peer feedback and self-assessment) about your own individual conflict management style;
gain advanced knowledge and insights about negotiation and related organizational behavior and apply this theoretical knowledge to challenges in the real world;
prepare effectively for negotiation;
understand when to negotiate, and when not to negotiate, when to reach a deal and when to walk away;
negotiate effectively in teams or with multiple opponents;
apply multiple approaches to resolving unproductive negotiations;
understand how to create value and reach mutually beneficial agreements;
and to increase your confidence in your negotiation skills
Skills
Analyse -General Solutions – Problem Solving – Project Work –Cooperation – Communicate verbal – communicate in writing– social conscientiousness – reflection – work independently – resilience – negotiation skills
Timetable
On the right side of the programme front page of the studyguide you will find links to the website and timetables, uSis and Brightspace.
Mode of instruction
This course is worth 5 EC, which means the total course load equals 140 hours.
Contact hours: 21
Self-study including assignments: 119
Lectures: 7 lectures of 3 hours
Literature reading & practical work: 7 hours p/week x 14 weeks
Assignments: 21 hours
Assessment method
10% Participation assessed continually through participation in seminar and structured activities
15% individual reflection report of max. 1000 words.
10% negotiation preparation and reflection report of max. 1000 words, written in 2-person teams.
25% group assignment and presentation
40% literature exam
☐ Option 1: Students could only pass this course after successful completion of all partial exams. ☒ Option 2: It is not required to successfully complete all partial exams in order to pass this course. Students are allowed to compensate a ‘fail’ (grades up to and including 5.0).
The assessment methods will be further explained in the first session of the Class.
Reading list
several articles (which will be available through Blackboard)
a selection of chapters from Lewicki, R. J., Saunders, D. M., & Barry, B. (2015). Essentials of negotiation (6th International Edition). New York, NY: McGraw-Hill
Fisher, R. & Ury, W. (2011). Getting to yes: Negotiating agreement without giving in (3rd Edition). New York: Penguin Books
Registration
Please note: students are not required to register through uSis for the Honours Courses TGC. Your registration will be done centrally.
Contact
Honours coordinator TGC a.j.e.righolt@fgga.leidenuniv.nl
Remarks
TAGS: analyse bargaining, conflict relationships, apply theoretical knowledge to challenges in real world, know how and when to negotiate, team negotiation, apply multiple approaches