The Art of Negotiation

Course Description

Negotiation is a cornerstone skill in both personal and professional realms, influencing outcomes from business deals to interpersonal relationships. By adopting the Harvard Negotiation Project framework, this course aims to empower students with the knowledge, strategies, and practical techniques necessary to excel in various negotiation scenarios, fostering mutually beneficial agreements and sustainable relationships. Topics include the basic principles of negotiation, development of effective communication skills, application of analytic frameworks, and navigation of power dynamics, which will allow students to foster the needed skill sets for successful negotiation.

By the end of this course, students will emerge as confident, principled negotiators capable of navigating diverse negotiation scenarios with skill, finesse, and integrity, creating value and forging agreements that benefit all parties involved.

Course Objectives

Upon completion of this course, students should have a thorough understanding of the nature of negotiation through detailed analysis of key topics and the application of negotiation skills.

I. Core Competence (CC)
The purpose of this course is to adhere to the NTU educational objectives by contributing to students’
CC 1: Independent judgment and ability to innovate
CC 2: Professional knowledge and skills
CC 3: Communicative and team skills

II. Course Intended Learning Outcome (CILO)
By the end of the course, students should be able to:

1. Understand Negotiation Dynamics: Explore fundamental principles of negotiation, including the distinction between interests and positions, the concept of BATNAs (Best Alternative to a Negotiated Agreement), and the importance of separating people from the problem through case studies and interactive discussions. (CC 1 & 2)
2. Develop Analytical Frameworks: Systematically analyze complex negotiation situations by applying key frameworks such as the ZOPA (Zone of Possible Agreement) and reservation values. Assess alternatives and facilitate informed decision-making, while also exploring strategies for creating and claiming value to expand the potential outcomes of negotiations. (CC 1, 2 & 3)
3. Navigate Power Dynamics: Address and respond to power imbalances inherent in various negotiation scenarios with ethical approaches in negotiation. Students will investigate effective methods for interacting with their counterparts who possess greater resources or authority, leveraging their own power source effectively while also building coalitions and alliances to enhance their negotiating strategies. (CC 1, 2 & 3)
4. Practice Negotiation Skills: Engage actively in simulations, role-plays, and analysis of real-world case studies to transform theoretical concepts into practical skills in real negotiation settings. (CC 1, 2 & 3)

Weekly Schedule

Course Requirements

• Intermediate-level or higher English speaking skills are required for this course.
• Class attendance and participation are Missing more than 3 classes may negatively impact your grade.
• All materials are in English and may include complex academic articles.
• Late assignments will receive a reduced grade only when a reasonable explanation has been provided for the absence, and it has been reported to the school system.
• This class will use NTU COOL exclusively for all assignments, materials and communication. It is the responsibility of the student to check their primary email for NTU COOL, as well as the platform itself periodically, for any notification.

Others

1.Required Reading (Please list the reading on a weekly basis)

All course materials will be provided by the instructor. No textbook or course pack needs to be purchased.

2.Extended Readings (Please list the reading on a weekly basis)

• Luecke, R. (2003). Harvard Business Essentials: Negotiation. Harvard Business School Press.
• Lewicki, R., Barry, B., Saunders, D. (2020). Negotiation, 8^th ed.). McGraw-Hill.
• Nalebuff, B. (2022). Split the PIE: A radical new way to negotiate. Harper Business, an imprint of HarperCollins Publishers.
• Helmold, M., Dathe, T., & Hummel, F. (2022). Successful negotiations best-in-class recommendations for Breakthrough Negotiations. Springer Fachmedien, Imprint: Springer.
•  Shapiro, D. (2017). Negotiating the nonnegotiable how to resolve your most emotionally charged conflicts. Penguin Books.
• Raiffa, H. (2002), Negotiation Analysis. Harvard University Press.

Grading Policy

Other Requirements

Students must complete all preview and review tasks assigned by the instructor. They will need to be familiar with the assigned topic for the following week to ensure full participation during class time.