N/A

In this module you will examine the theoretical principles of negotiation and persuasion and apply this knowledge to the practical task of reasoning and negotiating persuasively. You will learn how to conceive long-term objectives and behavioural changes and use both inter-personal and mass communication skills to persuade others of the value, validity, and desirability of your case. Negotiation formats you will study in this module include one-to-one discussions, small group meetings, large public events, reports (both restricted circulation and public), and mass communications campaigns. You will also learn to evaluate not only your reasoning, performance, and interpersonal skills, but also those of others. To obtain this knowledge and these skills the module supplements lectures and required readings with ample practice activities, requiring you to evaluate recorded debates and extant campaigns, role-play negotiations, and participate in research and strategy planning.

LO1: Develop insight into negotiation and persuasion processes in interpersonal negotiation and also in mass communications campaigns
LO2: Discuss how to form reasonable objectives and achievable outcomes in a negotiation
LO3: Develop insight into persuasive reasoning in interpersonal negotiation and also in mass communications campaigns
LO4: Express arguments to support their negotiating position clearly and concisely
LO5: Perform effectively in interpersonal negotiations
LO6: Review the effectiveness of interpersonal negotiations and reflect on one’s own performance in such negotiations.