Instructor

Luz Marina Hernandez

Course
SOC102 Business Communication
Faculty
Day/ Time
Mondays 15:40 18:30
Location
Z19
Office Hours
Mondays 14:00 15:00 (111 HYB)
e-mail
Lmhernandezthk@gmail.com
COURSE DESCRIPTION
This course is designed to provide students with a deeper
understanding of negotiation.
The course will focus on interest-based negotiation for the purpose of
resolving personal and professional conflicts. Activities, discussion
groups, and simulations will provide opportunity develop and/or
improve negotiation skills. Students will be encouraged to use their
own personal experience as a part of discussions and be sensitive to
the perspectives and experiences of others.
COURSE OBJECTIVES
Recognize current negotiating styles and strengths and
limitations of style.
Understand of main differences between traditional negotiating
and interest-based negotiations.
Gain awareness of essential elements of interest-based
negotiations.
Gain comfort in use of interest-based methods.
Expand negotiation tool box.
Enhance effectiveness in professional and personal negotiations
SUGGESTED TEXTS
Lafond, C., Vine, S., & Welch, B. (2010). English for Negotiating.
Oxford: Oxford University Press.
Ury, William. Getting past no. Random House Audio, 1991.
Required selected texts and compiled class notes will be
provided by the instructor.
COURSE REQUIREMENTS
ACADEMIC INTEGRITY and PLAGIARISM: In all of the work that you
do for SOC101, you will be expected to adhere to the university
academic integrity standards presented and practiced in class,
including citing all sources.
Any work found to be copied from another student or
plagiarized will result in a 0 for that assignment.
GRADING:

Participation/Simulations 30%
Midterm take-home exam 30%
Take-home final exam
40%

WEEKLY DETAILED COURSE CONTENT

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Course Intoduction
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What kind of negotiator am I?
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When you should negotiate, when you
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should not.
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Distributive Bargaining and Classic
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Styles
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Introduction to Interest Based
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Negotiation
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Preparation and BATNA
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Negotiation simulation 1 / Discussion
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Review Week
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Midterm Assignment
10 Overcoming objection
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Negotiating with Difficult People

Cultural Influences on Negotiation

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Negotiation simulation 2 / Discussion

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After the negotiationWhat next?

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Review Week

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Final Exam

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