June 2015

The Hong Kong Polytechnic University Hong Kong Community College

Subject Description Form

Subject Code CCN2160

Subject Title Negotiation Skills

Level 2

Credit Value 3

Medium of Instruction

English

Pre-requisite / Co-requisite/ Exclusion

Nil

Objectives

This subject equips students with analytical skills, interpersonal skills and bargaining skills that are necessary for maximising the value of settlement in negotiation. It provides the conceptual framework for students to analyse the negotiation situation, and to understand how to apply the negotiation theories and tactics to achieve the best negotiation outcomes. The dual emphasis on theories of bargaining and participation in the bargaining exercise is designed to enable students to become more effective negotiators and managers.

Intended Learning Outcomes

Upon completion of the subject, students will be able to: (a) explain the nature and process of negotiation. (b) prepare effectively for negotiation.

(c) apply the techniques, strategies, and theories involved in improving

negotiation effectiveness. (d) manage concession to maximise gains to overcome negotiation

barriers through effective communication.

Subject Synopsis/ Indicative Syllabus

Negotiation Preparation Definition of limits and alternatives; Concepts of BATNA; Setting of target point and resistance point; Assessment of self, opponents, and the situation. Negotiation Theory Negotiation phases; Distributive negotiation; Integrative negotiation; Major business negotiation tactics and strategies. Communication Skills in Negotiations Verbal and non-verbal behaviour; Questioning techniques; Telephone negotiation and other communication channels used for negotiations.

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June 2015

Power in Negotiations Nature of power, Source of power, Persuasion techniques for enhancing negotiation power.

Teaching/Learning Methodology

Lectures will focus on the introduction and explanation of concepts and theories supported by hypothetical and real examples wherever appropriate. Group discussions and activities may be arranged to stimulate students’ interest or their awareness of practical implications of some concepts. Worksheets may also be used to guide students through the reasoning behind more complex negotiation theories. Tutorials will provide students with the opportunity to deepen their understanding and to explore further the applications of theories taught. Activities in tutorials will normally include student presentations and discussions of problem sets and case studies.

Assessment Methods in Alignment with Intended Learning Outcomes

A variety of assessment tools will be used to develop and assess students’ achievement of the subject intended learning outcomes.

Specific assessment methods/tasks

% weighting

Intended subject learning outcomes to be assessed

a b c d

Continuous Assessment* 50

Test 15

Assignment 1 15

Assignment 2 15

Participation 5

Final Examination 50

Total 100

*Continuous assessment items and/or weighting may be adjusted by the subject team subject to the approval of the College Programme Committee. To pass this subject, students are required to obtain Grade D or above in both the Continuous Assessment and Final Examination.

Student Study Effort Expected

Class contact: Hours

Lecture 26

Tutorial 13

Other student study effort:

Self-study 52

Continuous Assessment 39

2

June 2015

Total student study effort 130

Reading List and References

Recommended Textbook Thompson, L. (2015). The Mind and Heart of the Negotiator. (6th ed.), Prentice-Hall. References Lewicki, R., Saunders, D. M. & Minton, J. W. (2011). Essentials of Negotiation. (5th ed.), McGraw-Hill. Fisher, R. & Ury, W. N. (2011). Getting to Yes: Negotiating Agreement without Giving In. (3rd ed.), Houghton Mifflin. Hodgson, J. (2000). Think on Your Feet in Negotiations – New Approaches to Creative Thinking and Problem Solving. Prentice Hall. Jeremy, G. T. (2001). How to Negotiate Better Deals. Management Books. Manning, G. L. & Reece, B. L. (2010). Selling Today: Creating Customer Value. (11th ed.), Prentice Hall.

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