This course is aimed at making you feel more comfortable and confident with the negotiation process. The course is taught as a 'flipped classroom', meaning that the content of the course is primarily taught outside of class, through brief written lectures, and class time is used to assimilate that knowledge through at least a dozen marked role-play negotiations, debriefs of those negotiations, problem-solving workshops and international negotiation case study analysis. You will also be taught how to develop your own negotiation strategies and tactics using a combination of multiple psychological, economic and legal concepts from the course.
1x 3-hour seminar per week
in-class exercises (33%), assignment (33%), final exam (34%)
This unit is only available in the Semester 2 session to students enrolled in the Master of Management (CEMS) / MIM (CEMS) stream.