MCOM431-17B (HAM)

Negotiation and Persuasion

20 Points

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Waikato Management School
Te Raupapa
Department of Management Communication

Staff

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Convenor(s)

Debashish Munshi

Debashish Munshi
4450
MSB.4.35K
Tuesday 10.00 - 12.00 or by appointment
debashish.munshi@waikato.ac.nz

Lecturer(s)

Administrator(s)

: lori.jervis@waikato.ac.nz
: quentin.somerville@waikato.ac.nz
: rebekah.crosswell@waikato.ac.nz

Placement Coordinator(s)

Tutor(s)

Student Representative(s)

Lab Technician(s)

Librarian(s)

: clive.wilkinson@waikato.ac.nz
: helen.lynch@waikato.ac.nz

You can contact staff by:

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Paper Description

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This paper provides you with the ability to critically examine the process of influence in and by organisations. Through an exploration of theories of persuasive communication and extensive application and practice, students develop skills and knowledge in crafting persuasive messages, particularly in the context of negotiation. The paper also provides a theoretical and practical foundation for negotiation in interpersonal, organisational, and multi-party settings.
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Paper Structure

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This paper integrates theory and practice through lectures and workshops. There are two class sessions every Monday, one in the morning and the other in the afternoon. Students must attend BOTH sessions every week. For most weeks, one of the weekly sessions is designed as a lecture while the other is set up as a workshop where students get to practice and apply key learning points in the paper. Some sessions are also set aside for in-class assignments. Specific details are noted in the Schedule.
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Learning Outcomes

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Students who successfully complete the course should be able to:

  • 1. Explain and apply the dynamics of negotiation and persuasion as they are practiced in interpersonal and organisational contexts
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  • 2. Recount a variety of theories of persuasion and approaches to negotiation and outline their implications for ethical practice
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  • 3. Assess the strengths and limitations of various communication strategies involved in both persuasion and negotiation
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  • 4. Practice and develop key skills involved in negotiation and persuasion
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  • 5. Undertake a multi-party negotiation.
    Linked to the following assessments:
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Assessment

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Assessment Components

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The internal assessment/exam ratio (as stated in the University Calendar) is 1:0. There is no final exam. The final exam makes up 0% of the overall mark.

The internal assessment/exam ratio (as stated in the University Calendar) is 1:0 or 0:0, whichever is more favourable for the student. The final exam makes up either 0% or 0% of the overall mark.

Component DescriptionDue Date TimePercentage of overall markSubmission MethodCompulsory
1. Applied Persuasion Project
11 Aug 2017
5:00 PM
25
  • Online: MyWeb
2. Test
18 Sep 2017
10:00 AM
25
  • In Class: In Lecture
✔
3. Multi-Party Negotiation Project (Group assignment)
25 Sep 2017
10:00 AM
25
  • In Class: In Lecture
✔
4. Multi-party Negotiation Project (Individual assignment)
16 Oct 2017
5:00 PM
25
  • Online: MyWeb
Assessment Total:     100    
Failing to complete a compulsory assessment component of a paper will result in an IC grade
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Required and Recommended Readings

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Required Readings

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Negotiation and Persuasion: A Custom eText for MCOM 336/MCOM 431. This custom publication has been compiled from: Gass, R.H., & Sieter, J.S. (2014). Persuasion: social influence and compliance gaining (5th ed.). New Jersey, USA: Pearson Education Inc.; DeMarr, B.J., & de Janasz, S.C. (2013). Negotiation and dispute resolution. New Jersey, USA: Pearson Education Inc.; and Thompson, L.L. (2012). The mind and heart of the negotiator (5thed.). New Jersey, USA: Pearson Education Inc.

This eTextbook may be purchased and downloaded directly from the publisher’s website: http://www.pearsoned.co.nz/9781442556973

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Other Resources

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The library’s electronic databases as well as hard copy holdings also provide access to books, journals and other sources of material for secondary readings on negotiation and persuasion.

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Online Support

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Lecture notes and other course-related material will be available on MyWeb.
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Workload

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As this is a 20-point paper, students are expected to put in a total of about 200 hours of work on the paper over the semester.
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Linkages to Other Papers

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While there are no pre-requisites, having completed MCOM231 (Interpersonal Communication), MCOM331 (Managing Conflict and Consensus), or similar courses would be to your advantage.

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Prerequisite(s)

Corequisite(s)

Equivalent(s)

Restriction(s)

MCOM336

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