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Negotiating Principles Bem 201 Module Outline

The module 'Negotiating Principles' at the University of Zimbabwe aims to equip students with knowledge and skills in negotiation applicable to managing conflicts and forming strategic alliances. It covers various negotiation types, processes, and tactics, emphasizing the importance of effective communication and relationship maintenance. Assessment includes coursework and a final exam, with recommended readings to enhance understanding of negotiation concepts.

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14 views5 pages

Negotiating Principles Bem 201 Module Outline

The module 'Negotiating Principles' at the University of Zimbabwe aims to equip students with knowledge and skills in negotiation applicable to managing conflicts and forming strategic alliances. It covers various negotiation types, processes, and tactics, emphasizing the importance of effective communication and relationship maintenance. Assessment includes coursework and a final exam, with recommended readings to enhance understanding of negotiation concepts.

Uploaded by

Jay
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
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Download as DOCX, PDF, TXT or read online on Scribd
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UNIVERSITY OF ZIMBABWE

FACULTY OF BUSINESS MANAGEMENT SCIENCES AND ECONOMICS

DEPARTMENT OF BUSINESS ENTERPRISE AND MANAGEMENT

MODULE NAME: NEGOTIATING PRINCIPLES

MODULE CODE: BEM 201

LECTURER’S DETAILS: Ms. P Murombo Cell: 0777 439 849

Email: [email protected]

LECTURE TIMES: 0900HRS-1200HRS

TEACHING HOURS: 60HRS (45 CONTACT: 15 INDEPENENT READING)

1 PURPOSE OF THE MODULE

The course will provide students with knowledge, understanding and skills in negotiating
principles and how to apply these principles in managing conflicts, talking with suppliers and
forming strategic alliances.

2 AIM OF THE MODULE

The aim of this module is to provide students with a basic background and understanding of
negotiating principles and also to enable them to critically and creatively use the concepts of
course in a variety of industries, insititutions and organizations.

3 BODY OF KNOWLEDGE

 To provide students with an understanding of negotiating principles and its effects to


business stakeholders.
 To enable students to apply theory to solving practical problems
 To enable students to appreciate the role of negotiation in a business or an
organization and the industry at large.

4 INTENDED LEARNING OUTPUT AND OUTCOMES

4.1 Outputs

At the end of the module, students should have acquired practicing skills in negotiating
principles for use in various organizations in both private and public sectors. Students should
therefore be able to produce the following outputs: -

 Negotiating systems and approaches that suits various types of organizations


and or stakeholders.
 Frameworks for negotiation to achieve improved business performance and
continuous cultivating relationships between organizations and various
stakeholders.
 Issues that aid in facilitating good negotiation environment and post-
negotiating relationships.

4.2 Outcomes

 To incorporate the critical innovative elements of negotiating processes which


help in the maintenance and cultivation of relationships with various
stakeholders of an organization.
 To develop innovative standards to achieve improved business performance
through integrating and optimizing the negotiation tactics and models of
negotiation.
 To incorporate the innovative theories and systems in business today, and
more specifically, in business negotiations so as to improve on the
effectiveness and efficiency of well-established business relationship.
5. TEACHING AND LEARNING ACTIVITIES

The teaching strategy will include blended learning, consisting of on-line learning using
eLMS and other platforms, face to face with lecturer and self-learning. In additions, students
will be subjected to quizzes and group projects for learning purposes. Each topic will be
introduced by the lecturer to provide information and ideas, and to raise questions and
promote discussion. Thereafter, students are expected to learn on their own under the
lecturer’s guidance.

6. MODULE CONTENT

1. INTRODUCTION
1.1 The Context of Negotiation
Definitions, The purposes, Aims of negotiating, Importance of Negotiation, Historical
examples where negotiation was used
1.2 Types of Negotiation
Collective Bargaining, Mediation, Classification of negotiation (Style, Objectives and
Relationships)
1.3 The DNA of negotiation
 Reciprocity
 Trust
 Power
 Outcome
2. Negotiation Process
2.1 The negotiation phases:
 Preparatory phase, the negotiating phase and post-negotiation phase,
 Factors affecting the negotiating environment,
 Planning for negotiating, what are the issues?
 Role of questions in a negotiation,
 Handling questions
 Persuasion in negotiating
2.2 Handling conflict in negotiation
 Sources of conflict

 Shared resources

 Differences in goals
 Interdependent work activities
 Differences in values and perceptions
 Differences in styles
 Organizational ambiguities

2.3 Resolving conflict in a negotiation


 Avoidance
 Smoothing
 Forcing/coercing
 Compromise
 Collaboration

2.3 Negotiating with International Customers and regulators


 Explain characteristics of effective communication in negotiation.
 What communication skills are essential for negotiation?
 Non-verbal communication and its effects in negotiation.
 Effective and ineffective uses of the different types of managing conflict when
personally involved in a negotiations
3. SOME BIASES OF NEGOTIATORS
 Over Confidence
 Fixed –pie perception
 anchoring
 Extremism
 Illusion of transparency
 Knowledge of other
How can we counter innate bias?

3.1 Negotiation tactics


 Take-it-or-leave-it
 Take-it-or-leave-it
 Chinese crunch
 Auction (Dutch or Chinese auction)
 Good guy- bad guy
3.2 Negotiation Models
 Distributive/ Competitive Model
 Integrative model
7. STUDENT ASSESSMENT AND MARK ALLOCATION

Scheduled assessment will be 50% of coursework and 50% final examination. Coursework
assessment will be based on one in class test, one group written assignments, seminar
presentations, projects and on-line quizzes.

The assessment structure for the module is made up of the following broad components in the
proportions shown in the table below:

Item Weight (%)

Group Projects 20

In class test 10

Group assignments, presentations and quizzes 20

Total for continuous assessment 50

Final Examination 50

Total 100

8. 8 RECOMMENDED READING MATERIAL

Students are encouraged to read widely and research online:

The following texts are recommended:

1. Reardon K.K (2004). The Skilled Negotiator. Jossey Bass


2. Lewick R.J, Barry B and Saunders D.M. (2007), Essentials of Negotiation, 6 th Edition,
McGraw Hill
3. Benedial M and Rua W (2015), Negotiating, 1ST Edition, DK Publishing
4. Gosselin T (2007), Practical Negotiating, John Willey &Sons, Inc Hoboken, New
Jersey

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