The course focuses on the practical aspects of language use in negotiation. It examines the communication processes involved in negotiation and covers both the basic principles and the practice of negotiation. It analyses language use in negotiation through role play and simulation and uses these to examine: -

a. Models and methods of negotiation

b. Persuasive strategies

c. Negotiator characteristics and styles

d. Power and gender issues

e. Social and cultural issues in negotiation

Course objectives : At the end of the course, students should be able to;

Ø Identify the different types, stages, and psychological orientations in a negotiation

Ø Analyze sections of discourse using established theoretical models and conventions

Ø Understand how language and the use of language impacts on all aspects of the negotiation process

Design a research proposal for collecting negotiation data