A99002 Introduction to Negotiation

Scuola di Economia e Management
Academic Year 2016/17 Second Semester

Docente TitolareChi-yun Chen
Office"Torre" (main tower), 7th floor

Learning Objectives

The course aims at introducing the concept of negotiation to the students. The course brings theoretical and practical experience to the classroom and help students to understand and apply the dimensions of successful negotiation. Students will not only utilise traditional negotiation skills established in a conventional business environment but will also use skill sets from other disciplines to supplement the more traditional business aspects of negotiation. 

Learning targets

Course Content

The objective of the course is to introduce the students to the world of business negotiation and explain its structure and detail. While the course is based on negotiation theory, it also draws on other theories, for example: learning styles and conflict resolution. In addition, the course will teach the students how to utilize negotiation tools and implement strategic negotiation and tactics. This includes:

  • Negotiation Planning & Preparation
  • Negotiation Strategies (Win/Win or Win/Lose)
  • Negotiation Tactics
  • Complex Negotiation

Course Delivery

The course is delivered on a five-day period. Each day will contain a series of seminars, role-plays and other class exercises.

In addition to this, students will be required to undertake a negotiation in the class room and will act as both participant as well as evaluator.

Course Evaluation

In class participation (30%)

Individual reflection report (35%)

Group assignment (35%)

The attendance is compulsory and only attending students will be admitted to the final exam. There will be only one exam date. If students fail the exam or reject the mark obtained they will not have a second chance to retake the exam.


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