As part of the practical component of the course, students are required to participate actively in the tutorial assignments and simulation exercise which are used to reinforce the principles and practice of negotiation.

• Tutorial attendance, participation and assignments ........... 15%
• Mid-term test (short answer questions) ................................. 10%
• Simulation exercise .................................................................... 25%
• Final examination ........................................................................ 50%

Tutorials: Tutorials are an important component of the teaching and learning process. They provide an opportunity for you to explore ideas and themes in the course. You can only do this through careful preparation, extensive reading and analysis. Students will be graded on attendance (2%), presentation (10%) and participation (3%). Attendance is compulsory and active participation is essential for maximising grades. As tutorial attendance is compulsory, students who miss three consecutive tutorials will get a zero for their tutorial attendance, regardless of other tutorial sessions attended. The participation component of your grade will be based in large part on the quality of your formal presentation as well as your fruitful contributions to tutorial discussions.

Mid-term test: This consists of short answer questions. The examination will be administered under exam conditions.

Simulation exercise: Approaching the end of the course, all students are required to participate in a negotiation simulation exercise. This will take the form of a formal multilateral negotiation centred on an issue or set of issues that requires resolution. Participation in the simulation is compulsory and students are expected to demonstrate the requisite negotiating techniques and protocol.

All students are to read the assigned materials before each class.

Recommended Texts:

1. Roger Fisher, William Ury. Getting to Yes: Negotiating Agreement Without Giving In (2 nd edition). 1991: Penguin.
2. I. William Zartman and Maureen Berman. The Practical Negotiator.
3. Roy Lewicki et al. Negotiation: Readings , Exercises and Cases (3 rd edition).

 Copies of simulation materials will be made available at a later date.