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Business Negotiations

2023/2024
Учебный год
ENG
Обучение ведется на английском языке
3
Кредиты

Преподаватель

Course Syllabus

Abstract

The “Future of Jobs Report 2020” identifies negotiation as TOP-15 skill for workplace. Yet, when put to test only 4% of managers reach win-win, 20% of the deals are plain lose-lose, whereas 50% of negotiators in perfect agreement do not realize it. Like any other business skill, your ability to perform in negotiations is determined by your formal training and experience. The course is designed to combine the two: students learn by experience, give and receive feedback, and master new strategies and tools to try. By the end of the course you will know how to handle distributive vs integrative negotiations, two-party negotiations vs multi-party multi-issue negotiations, transactions vs dispute resolutions, will monetize your assets and weak spots as a negotiator, will be able to strategically develop your negotiation style. The course is designed for students with the knowledge of foundations of management and basic understanding of P&L.
Learning Objectives

Learning Objectives

  • The aim of this course is to give a comprehensive outlook of the negotiations coupled with practical application of the knowledge and skills acquired.
Expected Learning Outcomes

Expected Learning Outcomes

  • identify the main negotiation principles, recognize negotiation types, stages, elements of negotiation setup, strategies, and tactics
  • Review other’s performance and give constructive feedback.
  • Explain negotiation situations, compare and contrast them.
  • Outline one’s strengths and weaknesses in negotiations.
  • Design development plan to enhance one’s negotiation skills.
Course Contents

Course Contents

  • Essentials of negotiations
  • Distributive negotiations
  • Integrative negotiations
Assessment Elements

Assessment Elements

  • non-blocking Attendance and participation
  • non-blocking Test
  • non-blocking Home assignment
  • non-blocking Reputation index
Interim Assessment

Interim Assessment

  • 2023/2024 1st module
    0.25 * Reputation index + 0.25 * Home assignment + 0.25 * Test + 0.25 * Attendance and participation
Bibliography

Bibliography

Recommended Core Bibliography

  • The mind and heart of the negotiator, Thompson, L. L., 2005

Recommended Additional Bibliography

  • Jacks, A. (2018). Negotiations. [S.l.]: Legend Press. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=1719907
  • Kopelman, S., & Rosette, A. S. (2008). Cultural variation in response to strategic emotions in negotiations. Group Decision & Negotiation, 17(1), 65–77. https://doi.org/10.1007/s10726-007-9087-5