Course

Negotiation Skills

Faculty
Commerce & Business Administration
Department
Business Law
Course Code
BLAW 3780
Credits
3.00
Semester Length
15 Weeks
Max Class Size
35
Method(s) Of Instruction
Lecture
Online
Hybrid
Typically Offered
To be determined

Overview

Course Description
Students will learn a variety of negotiation techniques that may be applied in multiple business settings. Students will gain hands-on experience through role-plays and simulations, while developing an understanding and appreciation for pre-negotiation strategies and benchmarks.
Course Content

1. Introduction to Business Negotiations

a. Practical application of negotiation skills:

i) assessment tool for compatibility;

ii) negotiating offers and contract terms; and

iii) dispute resolution.

b. Dispute resolution alternatives to negotiations:

i) arbitration;

ii) litigation; and

iii) mediation.

 2. Negotiation Essentials

a. Differentiating between procedural, substantive and emotional interests;

b. Preparation before the negotiation:

i) conflicts screening;

ii) preparation, logistics, agreement to negotiate; and

iii) BATNA and reservation point.

3. Advanced Negotiation Skills

a. Negotiation techniques, interest based:

i) micro skills;

ii) establishing common ground;

iii) communication: questioning, paraphrasing and summarizing; and

iv) how to find a win/win solution.

b. Negotiation techniques, distributive v. integrative:

i) competitive;

ii) collaborative; and

iii) adaptive.

c. Establishing trust and building a relationship;

d. Power, gender and ethics;

e. Problem solving in negotiations; and

f. Working with emotional counterparts:

i) tactical empathy;

ii) rational compassion; and

iii) verbal self-defense.

4. Applications and Specific Scenarios

a. Multi-party, coalitions and teams;

b. Cross-cultural negotiations;

c. Social dilemmas; and

d. Negotiating via information technology.

5. Post Negotiation Skills

a. Evaluating a negotiation:

i) reality check the outcome;

ii) resolution of the identified issues; and

iii) getting agreement in writing.  

Means of Assessment

Assessment will be in accordance with the Douglas College Evaluation Policy.

Participation

0-10%

Case(s), project(s) and/or assignment(s)

30-50%

Oral presentation(s)

15-20%

Test(s) and/or quizzes

20%

Final exam or capstone project

20-30%

Total

100%

 *no single assessment worth more than 40%

Learning Outcomes

1. Demonstrate primary negotiation skills.

2. Distinguish among ADR (Alternative Dispute Resolution) options and explain the appropriate use of each method.

3. Develop a BATNA (Best Alternative to Negotiated Agreement) and estimate your reservation point in preparation for negotiation.

4. Apply tools for negotiation preparation- including self-assessment and assessment of the other party.

5. Identify obstacles and remedies to integrative negotiations.

6. Demonstrate how to deal with distributive bargaining in negotiations.

7. Demonstrate an understanding of the importance of trust and relationships in negotiations.

8. Recognize and apply sources of power in negotiations.

9. Practice ethical negotiations and recognize unethical practices.

10. Explain the complexity of multi-party negotiations, and apply strategies for effective negotiations in the multi-party context.

Textbook Materials

The Mind and Heart of the Negotiator, Latest Edition by Leigh Thompson (Pearson) or

Essentials of Negotiation, Latest Edition, by Roy Lewicki, Kevin Tasa, Bruce Barry and David Saunders (McGraw-Hill)

Optional Supplemental Texts:

Never Split the Difference by Chris Voss (HarperCollins)

Against Empathy: The Case for Rational Compassion by Paul Bloom (HarperCollins)

The Gentle Art of Verbal Self-Defense by Suzette Haden Elgin (Dorset Press)

Getting to Yes: Negotiating Agreement without Giving In by Roger Fisher and William Ury (Penguin Books)

 

Or any other textbook and/or materials approved by the department.

Requisites

Prerequisites

No prerequisite courses.

Corequisites

No corequisite courses.

Equivalencies

No equivalent courses.

Course Guidelines

Course Guidelines for previous years are viewable by selecting the version desired. If you took this course and do not see a listing for the starting semester / year of the course, consider the previous version as the applicable version.

Course Transfers

These are for current course guidelines only. For a full list of archived courses please see https://www.bctransferguide.ca

Institution Transfer Details for BLAW 3780
Athabasca University (AU) AU COMM 2XX (3) or AU LGST 2XX (3)
Camosun College (CAMO) CAMO BUS 281 (3)
Capilano University (CAPU) CAPU BADM 475 (3)
Coast Mountain College (CMTN) CMTN BADM 2XX (3)
College of New Caledonia (CNC) CNC LAW 2XX (3)
College of the Rockies (COTR) COTR MGMT 2XX (3)
Emily Carr University of Art & Design (EC) No credit
Kwantlen Polytechnic University (KPU) KPU BUSI 2465 (3)
Okanagan College (OC) OC BUAD 201 (3)
Simon Fraser University (SFU) SFU BUS 2XX (3) & SFU BUS 485 (0)
Thompson Rivers University (TRU) TRU BLAW 3XXX (3)
University Canada West (UCW) UCW BUSI 3XX (3)
University of Northern BC (UNBC) No credit
University of the Fraser Valley (UFV) UFV BUS 3XX (2)
Vancouver Community College (VCC) VCC MGMT 1XXX (3)
Yorkville University (YVU) YVU BUSIE XXX (3)

Course Offerings

Winter 2023