Course Code: BUS356
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Synopsis

The ability to negotiate is an asset for any business graduates – especially in the competitive and ever-changing present-day landscape. Whether inside or outside an organisation, negotiations are conducted frequently and can take place at various levels of hierarchy within organisations. Yet, every negotiation is different. BUS356 Business Negotiation presents techniques and understanding of skilful negotiation to manage conflicts and achieve agreements. Students will be introduced to the art and science of negotiation. In this learning process, students will become better communicators, more confident and even gain deeper understanding of their own personal potential. Exposing students to more Asian-centric and cross-cultural aspects of negotiations will ready them for cross-border interactions.
Level: 3
Credit Units: 5
Presentation Pattern: EVERY JAN

Topics

  • Nature of Negotiation
  • Mediation in Singapore
  • Distributive Bargaining
  • Integrative Negotiation
  • Managing Emotion and Cognitive Biases
  • Gender and Negotiation
  • Establishing Trust
  • Improving the Communication
  • Ethics
  • Relationships
  • International and Cross-Cultural Negotiations
  • Planning and Best Practices

Learning Outcome

  • Examine the nature of negotiation
  • Appraise the role of ethics and relationships in negotiation
  • Deconstruct international and crosscultural negotiations and discuss best practices
  • Analyse the strategy and tactics of distributive bargaining and integrative negotiation
  • Plan the negotiation session
  • Improve the negotiation process by appraising the role of perception, cognition, emotion and communication in negotiation
Part-time Programmes / CET Courses