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FB6845 - Effective Negotiation Skills

Offering Academic Unit
College of Business
Credit Units
2
Course Duration
One semester
Course Offering Term*:
Semester B 2018/19

* The offering term is subject to change without prior notice
 
Course Aims
This course aims to help students develop those skills, with particular emphasis on communication skills, which will enhance their ability to negotiate and resolve conflict effectively, especially in the context of business negotiations in an international arena. 

Objectives
  1. To introduce students to a framework for understanding the complexities of a business negotiation; a personal negotiation and relationship negotiations.
  2. To recognise the importance of verbal and non-verbal communication skills in managing conflict and influencing the negotiation.
  3. To recognise the impact of cultural differences on business negotiations.
  4. To identify various negotiating styles, strategies and tactics, and be able to apply them in different situations and contexts.

Assessment (Indicative only, please check the detailed course information)
Continuous Assessment: 100%
 
Detailed Course Information
FB6845.pdf

Useful Links
College of Business