Registry

Module Specifications

Current Academic Year 2012 - 2013
Please note that this information is subject to change.

Module Title	Advanced Negotiating Skills
Module Code	EN203
School	SALIS
Online Module Resources
Module Co-ordinator	Semester 1: Martin Toal Semester 2: Martin Toal Autumn: Martin Toal
Module Teacher	Martin Toal
NFQ level	8	Credit Rating	5
Pre-requisite	None
Co-requisite	None
Compatibles	None
Incompatibles	None

Description

Introduction to different forms of negotiation in a business context, including positional vs principled negotiation styles and win-win vs win-lose solutions.Familiarisation with negotiation process: preparing the ground, creating the climate, making proposals, and reaching and recording an agreement. Learning about different cultural styles of negotiating.The minimum exit level for this module is C1:1 (CEFR)

Learning Outcomes

1. Demonstrate knowledge of different moves and strategies involved in negotiations in case study simulation
2. Use language of negotiations in a proficient manner (C1-C2 level)
3. Work in cross-cultural teams to develop case negotiation
4. Write negotiation case-study report
5. Critically evaluate cultural influence on negotiation styles

Workload	Full-time hours per semester
*Type*	*Hours*	*Description*
Lecturer-supervised learning (contact)	18	Development of negotiating skills
Examination	6	group negotiations
Independent learning time	101	Development of negotiating skills and preparation for exams
Total Workload: 125

All module information is indicative and subject to change. For further information,students are advised to refer to the University's Marks and Standards and Programme Specific Regulations at: http://www.dcu.ie/registry/examinations/index.shtml

Indicative Content and Learning Activities

Analysis of case-studies.
Development of functional language to accompany negotiating skills.

Presentation skills.
Team work.

Role plays.
Cross-cultural communication.

Assessment Breakdown
Continuous Assessment	100%	Examination Weight	0%

Course Work Breakdown
Type	Description	% of total	Assessment Date
Oral examination/interview	Group negotiation- interim stage	30%	Week 6
Oral examination/interview	Group negotiation -final	50%	Sem 1 End
Report (s) (written / oral)	Case study negotiation	20%	Sem 1 End

Reassessment Requirement
Resit arrangements are explained by the following categories; 1 = A resit is available for all components of the module 2 = No resit is available for 100% continuous assessment module 3 = No resit is available for the continuous assessment component
This module is category 1

Indicative Reading List

Evans, G: 1998, Mastering Negotiations, Thorogood., London,
Fisher, r. & Ury, W: 1991, Getting to Yes, Random House, London,
Gudykunst, W.: 1998, Bridging differences : effective intergroup communication, 3rd, Sage Publications, Thousand Oaks,
Lees, G.: 1983, Negotiate in English, Harrap, London,
Martin, G.: 2004, Managing crosscultural Business Relations, Blackhall, Dublin,

Other Resources

None

Array

Programme or List of Programmes

BSSA

Study Abroad (DCU Business School)

BSSAO

Study Abroad (DCU Business School)

EBF

BA in Global Business (France)

EBG

BA in Global Business (Germany)