LAND 260 - Negotiations and Community Engagement

Course Details
Course Code:
LAND 260


Calendar Description:
This introductory course on negotiations focuses on developing student's communication skills and then developing these skills into strong negotiation skills. Negotiation is a fundamental process by which we attempt to influence others and achieve personal goals. Therefore, it is a fundamental skill for success in business and for an effective and satisfying life. The communication and negotiation skills are then used in the context of community engagement. The focus of this course is to provide a hands-on practical course that provides students with a variety of opportunities to develop their skills.

Date First Offered:

Total Hours: 45
Lecture Hours: 3

Total Weeks:

This course is offered online:

ABTO 116 Human Relations for Career Success (Online), or consent of the instructor

Non-Course Pre-Requisites:


Rearticulation Submission:

Course Content:
The Communication Model and Personality Types
- communication model concepts and examine factors that influence the model
- personality types according to Myers-Briggs theory
- differences (strengths and drawbacks) in personality types

Employing Intra-personal Communication Skills Through Self-evaluation
- psychological defense mechanisms and common fallacies
- constructive methods for handling defensiveness
- perception and self-concept

Development of Personal Lifestyle Management Skills
- personal traits and personality type through self reflection/evaluation
- stress and lifestyle management options based on the “7 Habits of Highly Successful People”

Components of a Problem-Solving Model in Negotiations
•identifying the problem
•solving the problem
•applying the problem-solving model to a selected scenario

Identifying the Interest of Partners in Negotiation
- the affiliation and background of stakeholders
- personal needs for a negotiation

The Distributive Approach to Bargaining
- the theory of distributive bargaining
- the practice of distributive bargaining

Strategies in Resolving Conflict for Specific Personality Types
- potential personality types in a negotiation
- the challenges of personality types in a negotiation

Apply the Methods of Community Engagement
- the purpose of community engagement
- the principles of community engagement
- standards for achieving successful community engagement
- methods of community engagement including discussion groups, public events, and partnership working
- indicators that community engagement has been achieved throughout the processes of support, planning, and working together

Learning Outcomes:
- describe the communication model and demonstrate ability to understand personality types
- demonstrate the ability to employ Intra-personal communication skills through self-evaluation
- demonstrate the ability to develop and use personal lifestyle management skills
- identify the components of a problem-solving model in negotiations
- identify the interest of the partners in the negotiation
- explain the distributive approach to bargaining
- identify strategies in resolving conflict for specific personality types
- apply the methods of community engagement

Grading System:

Passing Grade:

Grading Weight:
Final Exam: 15 %
Quizzes and Tests: 10 %
Assignments: 35 %
Project: 20 %
Participation: 20 %

Number of Assignments:

Nature of Participation:
group exercises and role playing

Writing Assignments:
journal keeping and formal essay

Percentage of Individual Work:

Percentage of Group Work:

Course Offered in Other Programs:

Keys to Success:
willingness to participate in class activities and discussion

Text Books:

Required - Covey, S., 2004, 7 Habits of Highly Effective People (New York, NY). Chapters Covered: All
Required - Fisher, R. and Ury, W., 1991, Gettin to Yes: Negotiating Agreeement Without Giving In (New York, New York, Penguin Books). Chapters Covered: All
Required - Falikowski, A., 2006, Mastering Human Relations, 4th Edition (Pearson Education Canada). Chapters Covered: 1-4