English for Academic Purposes
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Part-time EAP Courses Brochure 2011-12 (pdf)
All English language courses have been accredited and are regularly inspected by the British Council.
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Enrolment:
Timetables for each Term:
Click the links below for the latest timetables.
Other:
English for Negotiation Skills
Days and Times: 6 weeks of 2 hours per week
Term 3:
1. Week commencing 14 May 2012 – week ending 15 June 2012 (6 weeks)
Course fee:
UCL: £170 Other: £220
Participants
• Students, whose main language is not English, enrolled on a postgraduate course at UCL or another university.
• Staff / researchers at UCL or another academic institution.
• Participants in employment who need to negotiate in English.
There is a maximum of 12 participants per class.
Course Objective
This English for Special Purposes course is designed to develop your English language skills to negotiate effectively in the context of negotiation theory. The tools and techniques provided in this course will help participants become better negotiators, whether there is one issue or several; two parties or many.
An important component of this course is a variety of practical bilateral and multilateral negotiation simulations. These negotiation simulations will provide participants with the opportunity to put negotiation theory into practice and practise using English phrases and expressions key to negotiating effectively.
By the end of the course, participants should be able to define the basic elements and theories of negotiation, feel confident employing a range of negotiation strategies in both the private and public sector and be ready to lead a negotiation team.
The course will include the following elements:
Negotiation Theory: Negotiation types
• Distributive negotiation
• Integrative negotiation
Negotiation planning and preparation
Identifying individual negotiation strengths and weaknesses
Analysing key attributes of skilled negotiators
Negotiation Practice: Internal negotiation simulation exercise (NGO)
Language focus: Diplomatically expressing views, agreeing and disagreeing
Negotiation Theory: Principled Negotiation
• Separating the people from the problem
• Focus on interests, not positions
• Invent options for mutual gain
• Insist on using objective criteria
Improving your BATNA
Identifying and altering your negotiation style
Negotiation Practice: Bilateral negotiations – Business context
Language focus: Clarifying and interrupting effectively
Negotiation Theory: Leading effective negotiation teams
Non-verbal behaviour
Intercultural awareness
Negotiation Practice: Bilateral negotiations - Diplomatic context
Language focus: Trading concessions / bargaining, speaking tactfully
Negotiation Theory: Multilateral negotiations: styles and strategies
Reaching consensus effectively
Chairing multilateral negotiations
Negotiation Practice: Multilateral Negotiation - UN Security Council meeting - simulation
Language focus: Chairing meetings and negotiations
Homework
You will be asked to read recommended or self-selected
texts for homework and may be asked to produce notes and/or a short
report for the class. During the course you will be
presented with a situation, given a role and asked to prepare a
negotiation position and strategy for a simulation to be carried out in
class.
Attendance
In order to benefit fully from the course, we strongly recommend 100% attendance (6 sessions). If you have to miss one of the sessions, please inform the tutor beforehand, either by email or by leaving a message at the Language Centre Reception.
Books and Resources
Negotiation:
• Emmerson, P (2007) Business English Handbook Advanced. Oxford: Macmillan Education
• Fisher, R & W Ury (2003) Getting to Yes: Negotiating an Agreement Without Giving In (2nd Edition). London: Random House Business
• Moussa, M & W Ury (1993) Getting Past No (New edition). Portfolio
• Saner, R (2008) The Expert Negotiator (3rd edition). London: Brill
• Shell, R (2008) The Art of Woo: Using Persuasion to Sell your Ideas. Chichester: Capstone
Websites:
• Program on Negotiation at Harvard Law School
• You Tube Channel - Program on Negotiation at Harvard Law School
• Test your negotiation style with these questions from Edinburgh Business School
• BBC Learning English: Talking business, Negotiations
Academic support
If you have any questions about your course, please feel free to ask your tutor. Alternatively, contact the Course Co-ordinator,
Mr James Sinclair-Knopp, in Room 115 at the Language Centre. Email: j.knopp@ucl.ac.uk
Administrative support
If you have any administrative queries, please contact the EAP Office, room 121 at the Language Centre.
Email: pteap@ucl.ac.uk. Tel: 020 7679 8665
Page last modified on 23 apr 12 17:43 by James W Knopp
