PS379-15 Negotiation and Influence
Introductory description
How we negotiate and influence one another are key aspects of behavioural science. They have tremendous consequences for modern life. They influence the quality of our relationships, the success of our business deals, the power of our management strategies, the impact of our marketing campaigns, the robustness of government policy, and tides of international diplomacy. 'Negotiation and Influence' will address these topics by providing students with an interactive framework for learning the art and science of negotiation, communication, conflict resolution, strategic interaction, diplomacy, and behavioural influence.
Module aims
- Learn a toolbox of effective methods for influencing ourselves and others
- Learn how these methods can be used in high and low-stakes negotiations
- Gain first hand experience negotiating
- Increase self-awareness and communication skills
- Understand contemporary research in behavioural science, nudging, boosting, and behaviour change
Outline syllabus
This is an indicative module outline only to give an indication of the sort of topics that may be covered. Actual sessions held may differ.
This module will cover the science and real-world application of negotiation and influence. Students will learn why these skills are important and how to use them in a series of life-like simulations designed to reinforce key concepts and give students the opportunity to practice and hone their skills. Students will also learn about cutting edge research in behaviour change, nudging, and boosting, and gain experience using tools for breaking down and approaching behaviour change problems effectively.
Learning outcomes
By the end of the module, students should be able to:
- Design effective behavioural influence strategies for a variety of real-world problems
- Understand and implement basic and advanced principles of negotiation
- Evaluate and critique research in the behavioural sciences on the topic of behaviour change
- Apply a range of strategies for addressing real world conflict mediation
Indicative reading list
Hills, T. (2023) The ABCs of Behavioural Influence.
Malhotra and Bazerman (2008) Negotiation Genius.
Lewicki, Barry, and Saunders (2020) Negotiation.
Interdisciplinary
This module incorporates historical case studies and tools useful for business negotiation and marketing.
Subject specific skills
- Negotiation
- Behavioural Influence
- Communication
- Self-motivation
Transferable skills
- Negotiation
- Behavioural Influence
- Communication
- Self-motivation
Study time
| Type | Required |
|---|---|
| Lectures | 11 sessions of 2 hours (15%) |
| Seminars | 10 sessions of 1 hour (7%) |
| Assessment | 118 hours (79%) |
| Total | 150 hours |
Private study description
No private study requirements defined for this module.
Costs
No further costs have been identified for this module.
You do not need to pass all assessment components to pass the module.
Assessment group D1
| Weighting | Study time | |
|---|---|---|
| Quiz | 30% | 30 hours |
|
There will be three quizzes. Students mark is the average of the best two. Thus, all students, including those with mitigating circumstances, are able to drop one. |
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| Participation | 5% | 28 hours |
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4% of the students mark will consist of online and in-class participation. |
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| Group Presentation | 30% | 30 hours |
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Students in groups will present a group project that demonstrates or applies principles learned in lectures. |
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| Online Examination | 35% | 30 hours |
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This will cover the entirety of the module's content. ~Platforms - AEP
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Feedback on assessment
Quizzes will be covered in class. Online forum will be discussed in class. Group presentations will receive feedback with mark.
Courses
This module is Optional for:
-
UPHA-L1CA Undergraduate Economics, Psychology and Philosophy
- Year 3 of L1CA Economics, Psychology and Philosophy
- Year 3 of L1CC Economics, Psychology and Philosophy (Behavioural Economics Pathway)
- Year 3 of L1CD Economics, Psychology and Philosophy (Economics with Philosophy Pathway)
- Year 3 of L1CE Economics, Psychology and Philosophy (Philosophy and Psychology Pathway)
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UPHA-L1CB Undergraduate Economics, Psychology and Philosophy (with Intercalated Year)
- Year 4 of L1CG Economics, Psychology and Philosophy (Behavioural Economics Pathway) (with Intercalated Year)
- Year 4 of L1CH Economics, Psychology and Philosophy (Economics with Philosophy Pathway) (with Intercalated Year)
- Year 4 of L1CJ Economics, Psychology and Philosophy (Philosophy and Psychology Pathway) (with Intercalated Year)
- Year 4 of L1CB Economics, Psychology and Philosophy (with Intercalated Year)
- Year 4 of L1CB Economics, Psychology and Philosophy (with Intercalated Year)
- Year 3 of UPSA-C800 Undergraduate Psychology
- Year 4 of UPSA-C801 Undergraduate Psychology (with Intercalated year)
- Year 4 of UPSA-C806 Undergraduate Psychology with Education Studies (with Intercalated Year)
This module is Unusual option for:
- Year 3 of UPHA-L1CA Undergraduate Economics, Psychology and Philosophy
This module is Option list A for:
- Year 3 of UPSA-C804 Undergraduate Psychology with Education Studies
This module is Option list B for:
- Year 3 of UPHA-VL78 BA in Philosophy with Psychology
- Year 1 of TPSS-C8P9 Postgraduate Taught Psychological Research
This module is Option list C for:
- Year 3 of UPSA-C802 Undergraduate Psychology with Linguistics
- Year 4 of UPSA-C805 Undergraduate Psychology with Linguistics (with Intercalated Year)
This module is Unusual option for:
- Year 4 of UPSA-C805 Undergraduate Psychology with Linguistics (with Intercalated Year)