COMM07027 2017 Negotiation Principles & Practice
Full Title
Negotiation Principles & Practice
Transcript Title
Negotiation
Code
COMM07027
Attendance
75 %
Subject Area
COMM - 0031 Comm/Personal Dev
Department
MKTS - Marketing, Tourism & Sport
Level
07 - Level 7
Credit
05 - 05 Credits
Duration
Semester
Fee
€
Start Term
2017 - Full Academic Year 2017-18
End Term
9999 - The End of Time
Author(s)
Mairead McCann
Programme Membership
SG_BSALE_B07 201700 Bachelor of Business in Marketing and Sales
SG_BINTR_J07 201900 Bachelor of Business in International Marketing Erasmus
SG_BSALE_B07 201900 Bachelor of Business in Business in Marketing and Sales
SG_BMKTG_J07 201900 Bachelor of Business in Marketing L7 (Add On)
SG_BSALE_B07 202100 Bachelor of Business in Business in Marketing and Sales
SG_BSALE_B07 202200 Bachelor of Business in Marketing and Sales
Description
This module aims to facilitate the development of effective negotiation strategies in the context of competitive business environments. Students will cultivate persuasive communication techniques through a case-study approach to learning.
Learning Outcomes
On completion of this module the learner will/should be able to;
1.
Develop effective negotiation strategies.
2.
Appreciate the concepts of Influence and Persuasion in effective negottiation.
3.
Demonstrate active listening and active speaking techniques.
4.
Evaluate the barriers to negotaition in the context of selling.
Teaching and Learning Strategies
This module will be delivered through a case-study approach.
Module Assessment Strategies
This module will take an approach of continuous assessment combining role plays and case studies.
Repeat Assessments
Students will complete a project or repeat attend as appropriate.
Indicative Syllabus
Negotiation Skills:
Interpersonal Communication skills
Non-verbal Communication
Active Listening
Influence & Persuasion:
Impression Management
Ingratiation, Intimidation & Self-Handicapping Approaches
Power & Power Bases
Negotiation Strategies:
Distributive versus Integrative Negotiation Processes
Creating a Value Approach
Building Alliances
Managing negotiations in multilevel, multilateral & multicultural contexts
Barriers to effective negotiation
Negotiation case studies:
Examining a variety of sales scenarios including;
Developing win-win positions
Appreciating the instrumental use of language
Coursework & Assessment Breakdown
Coursework & Continuous Assessment
100 %
Coursework Assessment
| Title | Type | Form | Percent | Week | Learning Outcomes Assessed | |
|---|---|---|---|---|---|---|
| 1 | Role Play | Coursework Assessment | Performance Evaluation | 50 % | Week 8 | 1,2,4 |
| 2 | Case Study | Coursework Assessment | Closed Book Exam | 50 % | OnGoing | 1,2,3 |
Full Time Mode Workload
| Type | Location | Description | Hours | Frequency | Avg Workload |
|---|---|---|---|---|---|
| Lecture | Flat Classroom | Theory | 1 | Weekly | 1.00 |
| Tutorial | Flat Classroom | Tutorial | 2 | Weekly | 2.00 |
| Independent Learning | Not Specified | Student Learning | 3 | Weekly | 3.00 |
Total Full Time Average Weekly Learner Contact Time 3.00 Hours
Required & Recommended Book List
Recommended Reading
2011-01-25 The Negotiation Book: Your Definitive Guide To Successful Negotiating Wiley
ISBN 0470664916 ISBN-13 9780470664919
2011-01-25 The Negotiation Book: Your Definitive Guide To Successful Negotiating Wiley
ISBN 0470664916 ISBN-13 9780470664919
Negotiation is one of the most important skills in business. Fact.
No other skill will give you a better chance of optimising your success and your organisations success.
Every time you negotiate, you are looking for an increased advantage. This book delivers it. From planning, dynamics and strategies, to psychology, tactics and behaviours, nothing will put you in a stronger position to build capability, build negotiation strategies and facilitate negotiations through to successful conclusions. Chapters include:
- The Clock Face of Negotiation
- Can You Really Negotiate?
- Limitations
- The Architect
- The e Factor
- Empowerment
- Creativity
- Partnerships
The Negotiation Book is your competitive advantage. Thats something everyone can agree on.
Recommended Reading
2013-12-10 Be Bold and Win the Sale: Get Out of Your Comfort Zone and Boost Your Performance, with a foreword by Mark Sanborn, New York Times bestselling author of The Fred Factor McGraw-Hill
ISBN 0071829229 ISBN-13 9780071829229
2013-12-10 Be Bold and Win the Sale: Get Out of Your Comfort Zone and Boost Your Performance, with a foreword by Mark Sanborn, New York Times bestselling author of The Fred Factor McGraw-Hill
ISBN 0071829229 ISBN-13 9780071829229
WHATS THE KEY TO SALES SUCCESS? BOLDNESS.
"Jeff Shore shows how to gain the essential confidence that is the first step to a great sales career." -- Neil Rackham, bestselling author of SPIN Selling
"This book is loaded with great ideas to educate, inspire, and make you unstoppable in sales." -- Brian Tracy, bestselling author of Unlimited Sales Success
Includes interviews with Daniel Pink, Larry Winget, Linda Richardson, and many others
The most common challenge every sales professional must overcome is not indecisive customers, inferior products, or innovative competitors. It's the discomfort you feel when initiating calls, dealing with difficult customers, and asking for the sale. Sales expert Jeff Shore argues that boldness is required to embrace this discomfort and leverage it to land the sale. And it is a skill that can be learned. In this inspiring, humor-filled guide, he teaches you:
- How to figure out exactly what inhibits you
- Why you make certain decisions in moments of discomfort
- How to train your brain to prepare for uncomfortable moments
- How your customer's own discomforts affect his or her purchase decisions
Featuring self-assessment tools, hands-on exercises, and case studies showing Shore's methods in action, Be Bold and Win the Sale is an indispensable resource for any sales professional.
Recommended Reading
2010-03-29 The First Move: A Negotiator's Companion Wiley
ISBN 0470750081 ISBN-13 9780470750087
2010-03-29 The First Move: A Negotiator's Companion Wiley
ISBN 0470750081 ISBN-13 9780470750087
"Time management is essential for successful negotiations. This book helps you do first things first."
Jeanne Brett, DeWitt W. Buchanan,Jr. Professor of Dispute Resolution and Organizations, Kellogg School of Management, and Director of the Dispute Resolution Research Center
"This book brings a breakthrough method to lead efficient negotiations."
Yann Duzert, Professor, Foundation Getulio Vargas, Brazil
"Even if you only implement 5% of this method, your clients will find you more attentive to their needs."
John Wong, Senior Partner, The Boston Consulting Group, Hong Kong Office
"A one-of-a-kind and most welcome companion for negotiators. It offers a learner-friendly distillation of tested ideas and good practices."
Pierre Debaty, Head of the Brussels Training Office, European Parliament
"Drawing on their extensive experience in over 50 countries, the authors provide the best of Anglo-Saxon and continental Europe negotiation approaches."
AJR Groom, University of Kent at Canterbury
"Whether you negotiate abroad or in your home country, this book is a must."
Tetsushi Okumura, Professor, Nagoya City University, Graduate School of Economics
"Many former enemies started thinking and acting differently after having integrated the principles of this book."
Howard Wolpe, Special Advisor to the Africa Great Lakes region, former Member of US Congress
"This negotiation method makes a difference for business and government leaders, who want to act more responsibly."
Theo Panayotou, Professor, Cyprus International Institute for Management & Harvard Kennedy School of Government
Recommended Reading
2016-02-16 The Storytelling Book: Finding the Golden Thread in Your Communications (Concise Advice Lab) Lid Publishing
ISBN 1910649082 ISBN-13 9781910649084
2016-02-16 The Storytelling Book: Finding the Golden Thread in Your Communications (Concise Advice Lab) Lid Publishing
ISBN 1910649082 ISBN-13 9781910649084
Business presentations could be simpler, more engaging and so much more effective, and our business lives so much more rewarding if we remember to restore the emotional power of storytelling. In an age that is Data Rich but Insight-Poor and when most people in the world of business find themselves caught up in a system of numbers and spread sheets, this book shows that the time has come to restore the lost art of storytelling; to put the "author" back in "authority"; to write less and think more. Through a simple step-by step approach, the author shows that we need to change how we communicate in our day-to-day lives, and that if we revert to our inherent role as storytellers we are more likely to be both more effective and productive, and a lot less frustrated into the bargain.
LID Publishing's popular Concise Advice Lab notebooks are designed to be quick and comprehensive brainstorming tools for busy professionals. The small trim size makes it easy to take along in a briefcase or purse. Interior pages are matte finish, so ink won't smear, and there's plenty of space to jot notes. A ribbon makes it easy to mark your place, and the elastic outer band keeps the notebook closed.
Recommended Reading
2015 Interpersonal Skills in Organisations McGraw Hill
2015 Interpersonal Skills in Organisations McGraw Hill
ISBN 978-1-259-25529-8
Recommended Reading
2014-05-16 Interpersonal Skills in Organizations (Int'l Ed) McGraw-Hill Education
ISBN 1259255298 ISBN-13 9781259255298
2014-05-16 Interpersonal Skills in Organizations (Int'l Ed) McGraw-Hill Education
ISBN 1259255298 ISBN-13 9781259255298
Recommended Reading
2016-09-29 Skilled Interpersonal Communication Routledge
ISBN 1138823775 ISBN-13 9781138823778
2016-09-29 Skilled Interpersonal Communication Routledge
ISBN 1138823775 ISBN-13 9781138823778
Recommended Reading
2014-05-16 Interpersonal Skills in Organizations (Int'l Ed) McGraw-Hill Education
ISBN 1259255298 ISBN-13 9781259255298
2014-05-16 Interpersonal Skills in Organizations (Int'l Ed) McGraw-Hill Education
ISBN 1259255298 ISBN-13 9781259255298
Module Resources
URL Resources
The Marketing Institute of Ireland http://mii.ie/
The Sales Institute http://www.salesinstitute.ie/
Moodle website https://vle.itsligo.ie/course/view.php?id=2695
Other Resources
Other resources will be provided on the Moodle page.