rangkakursusbi.[shp 2423].09.10 1

COURSE OUTLINE

Department & Faculty: Department of Human Resource Development, Faculty of Management and Human Resource Development

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Course Code: Negotiation Techniques [SHP 2423]Total Lecture Hours: 42 hours

Semester: 2Academic Session: 2012/2013

Lecturer : DR LILY SURIANI MOHD ARIF

Room No. : DO5

Telephone No. : 012 734 2398

E-mail : [email protected]

Synopsis : This course is intended to expose students on negotiation and consultation. In particular, it emphasis on the process, principles, strategies and tactics of negotiation and model and theory of consultation, ethics and consultation in public section.

LEARNING OUTCOMES

By the end of the course, students should be able to:

No. Course Learning Outcome Programme Learning Outcome(s) Addressed

Assessment Methods

1.

2.

3.

Apply negotiation and consultation principles in handling conflict in organization.

Analyze problems and conflict in negotiation creatively and construct alternative solutions.

Work collaboratively in term and play rules in group dicision making.

L01

LO4

L05

HW, T, Q

PR, Pr, T, Q

PR, Pr

(T – Test ; PR – Project ; Q – Quiz; HW – Homework ; Pr – Presentation; F – Final Exam)

STUDENT LEARNING TIME

Prepared by:Name: Signature:Date:

Certified by: (Head of Department)Name: Signature:Date:

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Teaching and Learning Activities Student Learning Time (hours)

1. Lecture

2. Independent Study- self learning- information search- library search- reading- group discussion

3. Assignment ( 2x)- self learning- group discussion

4. Project - information search- library search- group discussion – report writing

5. Presentation - preparation - group discussion

6. Test (1)

7. Exam (1x)

42

42

10

18

2

2

4

Total 120

TEACHING METHODOLOGY

Lecture and Discussion, Co-operative Learning, Independent Study, Group Project, Presentation

WEEKLY SCHEDULE

Week 1 : Introduction to Negotiation

COURSE OUTLINE


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Week 2 : Principles and Major Mistake in Negotiation

Week 3 : Planning and Preparation for Negotiation

Week 4 : Strategies and Tactics; Win-win Negotiation

Week 5 : Powers in Negotiation

Week 6 : Fact to Face Negotiation Skills

Week 7 : Follow-Up Action in Negotiation

Week 8 : TEST 1

Week 9 : The Function of Consultation

Week 10 : Theory and Model of Consultation

Week 11 : The process of Consultation

Week 12 : Advantages and Disadvantages of Using Consultation Services

Week 13 : Consultation In Public Sector

Week 14 : Cross Cultural Consultation and Ethics

:

: Revision Week and Final Examination

REFERENCES : 1.

GRADING:(Provide details on the allocation of marks and the time schedule for all quizzes, tests, assignments, etc.)

No. Assessment Number % Each % Total Dates

1.2.3.

Assignments 1Assignments 2Test 1

111

102030

102030

10/0312/057/04

COURSE OUTLINE


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4. Final Exam 1 40 40

Overall Total 100

ASSIGNMENT 1 (10 POINTS)

Initial Self-Assessment (about 5-7 pages) In this section of the paper you should make an initial assessment of your ability to negotiate and the reflections on your initial skills, weaknesses and potential areas of development. It should answer the following questions: 1. Do I enjoy negotiating? Do I enjoy being in situations of conflict, and/or do I enjoy attempting to

persuade others to my point of view? Why?2. Do others see me as a good negotiator? Am I seen as strong or weak? Am I perceived as one who

gives in easily, or holds out too long, or knows when to make concessions and tradeoffs?3. How do I see myself? 4. How effective am I at persuading others? How effective are my verbal skills to argue my points?5. How do I respond when I hold the power in a situation? How do I respond when I have little or no

power?6. Overall, what are my major strengths and weaknesses as a negotiator, and what kind of specific

learning goals have I set for myself in this class?

ASSIGNMENT 2: SKILL DEVELOPMENT PAPER (7-10 pages) A summary statement of what you have learned in the course. You should go back over your answers in ASSIGNMENT 1, noting any changes or self-perceptions that have solidified as a result of your experiences in the course. You should also address the following questions (answering each question one at a time is fine): 1. Describe and discuss the key learning points you have acquired about conflict, negotiation, and

decision making.

COURSE OUTLINE


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2. How does your personality affect your bargaining style in a positive way? In a negative way?3. What tactics do you use most effectively, least effectively?4. Explain the circumstances when you feel most competent in bargaining? Least competent?5. Do others see you as an effective negotiator? Are you perceived as someone who prepares well,

who holds firmly on interests and issues, who knows how to make trade-offs, who listens, who can express positions and views clearly?

6. How do you see yourself with respect to the questions in (5)?7. What can you do to improve your negotiation skills? Devise an action plan of specific steps and a

timetable for taking those steps.8. What are your personal principles of bargaining and negotiating? Relate those principles to specific

references in the readings. The purpose of this paper is to assess the extent to which you are learning the course material and applying the knowledge to skill development. A good paper will: 1) be reflective of the process rather than a narrative of “what happened” in each negotiation; 2) show your ability to identify key events, processes and turning points in your negotiation experiences; 3) integrate readings and lecture materials to help structure your analysis; and 4) is of course, well written--see the first paragraph in the next section for further elaboration.

TEST 1 (30points)

Test one will cover topic 1 till 7. It will BE a combination of multiple choice questions as well as a couple of essay questions.

Note: Please be on time on the day of the test. No extra time will be given to complete your test, if you are late. And no request for a replacement test will also be entertained,

rangkakursusbi.[shp 2423].09.10 1

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