COURSE OUTLINE

Department & Faculty: Department of Human Resource Development, Faculty of Management and Human Resource Development Course Code: Negotiation Techniques [SHP 2423] Total Lecture Hours: 42 hours Page : 1 of 6

Semester: Academic Session:

2 2012/2013

Lecturer Room No. Telephone No. E-mail

: : : :

DR LILY SURIANI MOHD ARIF DO5 012 734 2398 lily@fppsm.utm.my

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)

Prepared by: Name: Signature: Date:

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

COURSE OUTLINE
Department & Faculty: Department of Human Resource Development, Faculty of Management and Human Resource Development Course Code: Negotiation Techniques [SHP 2423] Total Lecture Hours: 42 hours Page : 2 of 6

Semester: Academic Session:

2 2012/2013

STUDENT LEARNING TIME

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) Total

42 42

10

18

2 2 4 120

TEACHING METHODOLOGY

COURSE OUTLINE
Department & Faculty: Department of Human Resource Development, Faculty of Management and Human Resource Development Course Code: Negotiation Techniques [SHP 2423] Total Lecture Hours: 42 hours Page : 3 of 6

Semester: Academic Session:

2 2012/2013

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

WEEKLY SCHEDULE Week 1 Week 2 Week 3 Week 4 Week 5 Week 6 Week 7 Week 8 Week 9 Week 10 Week 11 Week 12 Week 13 Week 14 : : : : : : : : : : : : : : : : Revision Week and Final Examination Introduction to Negotiation Principles and Major Mistake in Negotiation Planning and Preparation for Negotiation Strategies and Tactics; Win-win Negotiation Powers in Negotiation Fact to Face Negotiation Skills Follow-Up Action in Negotiation TEST 1 The Function of Consultation Theory and Model of Consultation The process of Consultation Advantages and Disadvantages of Using Consultation Services Consultation In Public Sector Cross Cultural Consultation and Ethics

REFERENCES : 1.

COURSE OUTLINE
Department & Faculty: Department of Human Resource Development, Faculty of Management and Human Resource Development Course Code: Negotiation Techniques [SHP 2423] Total Lecture Hours: 42 hours Page : 4 of 6

Semester: Academic Session:

2 2012/2013

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

N o. 1. 2. 3. 4.

Assessment Assignments 1 Assignments 2 Test 1 Final Exam Overall Total

Numb er 1 1 1 1

% Each 10 20 30 40

% Total 10 20 30 40 100

Dates 10/03 12/05 7/04

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,

COURSE OUTLINE
Department & Faculty: Department of Human Resource Development, Faculty of Management and Human Resource Development Course Code: Negotiation Techniques [SHP 2423] Total Lecture Hours: 42 hours Page : 5 of 6

Semester: Academic Session:

2 2012/2013

3. 4. 5. 6.

or knows when to make concessions and tradeoffs? How do I see myself? How effective am I at persuading others? How effective are my verbal skills to argue my points? How do I respond when I hold the power in a situation? How do I respond when I have little or no power? 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 selfperceptions 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. 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?

COURSE OUTLINE
Department & Faculty: Department of Human Resource Development, Faculty of Management and Human Resource Development Course Code: Negotiation Techniques [SHP 2423] Total Lecture Hours: 42 hours Page : 6 of 6

Semester: Academic Session:

2 2012/2013

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,