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QB59N2: BUSINESS NEGOTIATION SKILLS FOR PROFESSIONALS (2021-2022)

Last modified: 31 May 2022 13:05


Course Overview

This course will help to highlight, in a variety of business and non-business contexts: i) the various real-life ways in which managers’ subtle, highly sophisticated and socially organized communicative actions have a significant impact on the perceptions and performance of the employee groups/teams they supervise and work with; and ii) what communicative methods managers can employ to more effectively relay information to, obtain feedback from, motivate, persuade and, more generally, enhance the performance of their staff teams.

Course Details

Study Type Postgraduate Level 5
Session Third Sub Session Credit Points 15 credits (7.5 ECTS credits)
Campus Offshore Sustained Study No
Co-ordinators
  • Chris Matchan

What courses & programmes must have been taken before this course?

  • Any Postgraduate Programme (Studied)

What other courses must be taken with this course?

None.

What courses cannot be taken with this course?

None.

Are there a limited number of places available?

No

Course Description

The course will contain a mixture of the detailed analysis of audio-video recordings of real-life 'manager-team' and 'one-to-group' communication taken from a variety of business and non-business settings; a role-play management communication simulation exercise (involving two inter-related oral presentation-based tasks); lectures; classroom discussions; case studies; short individual and group exercises; and, if possible, visits from guest speakers/practitioners. Two presentation sessions are required in order to demonstrate (and to quantify) students' improved understanding and enhancement of their skills in manager-team communication as a result of taking this course. The first presentation will be conducted at the very beginning of this course - i.e. before the students receive any classroom instruction on this subject. Although this presentation is not formally assessed it will be used for comparative purposes with the second presentation to gauge students' progress on this course. the second presentation (which is assessed) will be delivered at the very end of the course, that is, after the students have received instruction on (i) the various communicative practices and processes relevant to this subject; and (ii) the practical skills managers employ (and need to employ) when communicating effectively with work teams.


Contact Teaching Time

Information on contact teaching time is available from the course guide.

Teaching Breakdown

More Information about Week Numbers


Details, including assessments, may be subject to change until 31 August 2023 for 1st half-session courses and 22 December 2023 for 2nd half-session courses.

Summative Assessments

Groupwork

Assessment Type Summative Weighting 40
Assessment Weeks Feedback Weeks

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Feedback

The group-work assessment comprises 40% of the total marks for the course. This will involve the videoing of a communication team challenge and a review of the team’s performance using a feedback model. It will also include some detailed self-reflection on your experience of teamwork and communication during the week.

Please note: You must attempt all elements and achieve an overall grade of D3 on the University Common Grading Scale to pass the course.

Learning Outcomes
Knowledge LevelThinking SkillOutcome
Sorry, we don't have this information available just now. Please check the course guide on MyAberdeen or with the Course Coordinator

Essay

Assessment Type Summative Weighting 60
Assessment Weeks Feedback Weeks

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Feedback

The individual assessments comprise 60% of the total marks for the course and includes the following elements:

A 2500 word essay analysing either a piece of communication from the real world (past or present), or a team you have been part of or have observed closely either of which should be analysed using the models, ideas and concepts from the week.

Word Count 2500
Learning Outcomes
Knowledge LevelThinking SkillOutcome
Sorry, we don't have this information available just now. Please check the course guide on MyAberdeen or with the Course Coordinator

Formative Assessment

There are no assessments for this course.

Resit Assessments

Individual piece of coursework

Assessment Type Summative Weighting 100
Assessment Weeks Feedback Weeks

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Feedback
Learning Outcomes
Knowledge LevelThinking SkillOutcome
Sorry, we don't have this information available just now. Please check the course guide on MyAberdeen or with the Course Coordinator

Course Learning Outcomes

Knowledge LevelThinking SkillOutcome
ConceptualEvaluateEvaluate negotiation strategies and tactics used by themselves and their counterparts during the group exercises.
ProceduralApplyApply a range of tools and techniques in support of addressing different communication.
ReflectionUnderstandHelp students understand how to think logically and independently, reflect on their own communication style, and understand how to manage conflict through effective business interactions.
FactualCreateCreate an environment where students understand how to work collaboratively in a group-setting, build trust and promote cohesion.

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