APSY613-15S1 (C) Semester One 2015

Special Topic

15 points

Details:
Start Date: Monday, 23 February 2015
End Date: Sunday, 28 June 2015
Withdrawal Dates
Last Day to withdraw from this course:
  • Without financial penalty (full fee refund): Friday, 6 March 2015
  • Without academic penalty (including no fee refund): Friday, 22 May 2015

Description

Direct enquiries in MSc in Applied Psychology Coordinator(s)

Special Topic: Theory & Practice of Negotiations
The central objective of this course is to promote theoretical understanding and skills development in negotiating. Students will be introduced to research on the theory and practice of negotiation and then to be able put this into practice.  You will develop a sophisticated understanding of the process of negotiation and collective bargaining and the understanding to apply the standards required of professional negotiators.  The module will expose students to key skills in negotiation.  In order to do this, attendance at classes is essential.  The skills covered include, case analysis, presentation of a case, active listening, paraphrasing, effective communication, relationship building, effective group work, being able to stay within a mandate, prioritising, trading, use of conditional offers and closing negotiations.

Learning Outcomes

To enable students to:
1. Introduce students to research on the theory and practice of negotiation.
2. Enable students to put the above material into practice
3. To promote theoretical understanding and skills development in negotiating
4. Develop a sophisticated understanding of the process of negotiation and collective bargaining
5. Enable students to understand and apply the standards required of professional negotiators.

Prerequisites

Entry subject to approval of the Head of Department

Guest Lecturer

Mr Joe Wallace

Assessment

Assessment Due Date Percentage 
Four work sheets 40%
Final Exam 60%

Textbooks / Resources

Required Texts

Fisher, Roger , Ury, William., Patton, Bruce; Getting to yes : negotiating agreement without giving in ; 3rd ed., rev. ed; Penguin, 2011 (Earlier editions of this text will also be suitable).

Lewicki, Roy J. , Barry, Bruce, Saunders, David M; Essentials of negotiation ; 5th ed; McGraw-Hill/Irwin, 2011 (This is an alternative main text).

Thompson, Leigh L; The mind and heart of the negotiator ; 5th ed. / International ed; Pearson Education Inc, 2012 (This is the main text. The 4th edition of this text will also be suitable).

Recommended Reading

Hindle, Tim. , DK Publishing, Inc; Negotiating skills ; 1st American ed; DK Pub, 1998.

Indicative Fees

Domestic fee $917.00

* All fees are inclusive of NZ GST or any equivalent overseas tax, and do not include any programme level discount or additional course-related expenses.

Minimum enrolments

This course will not be offered if fewer than 10 people apply to enrol.

Limited Entry Course

Maximum enrolment is 30

For further information see School of Psychology, Speech and Hearing .

All APSY613 Occurrences

  • APSY613-15S1 (C) Semester One 2015
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