Business Negotiations

2026/2027

Учебный год

ENG

Обучение ведется на английском языке

4

Кредиты

Кто читает:

Департамент организационного развития

Статус:

Курс по выбору

Когда читается:

3-й курс, 3 модуль

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

• 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

• 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

• Essentials of negotiations
• Integrative negotiations
• Distributive negotiations

Assessment Elements

• Home assignment
• Final test
• Course participation
  Measured by: your being prepared for the course activities, delivering presentations on course topics, taking part in negotiations and debriefs
• Microtests

Interim Assessment

• 2026/2027 3rd module
  0.25 * Home assignment + 0.25 * Course participation + 0.25 * Microtests + 0.25 * Final test

Bibliography

Recommended Core Bibliography

• Имаева, Е. З., Negotiations: Key to Success : учебное пособие / Е. З. Имаева, Ю. В. Костикова, Н. А. Сухарева. — Москва : Русайнс, 2021. — 147 с. — ISBN 978-5-4365-8872-8. — URL: https://book.ru/book/942341 (дата обращения: 01.07.2026). — Текст : электронный.

Recommended Additional Bibliography

• International Negotiations in the Digital Age - Lebedeva M. M., Zinovieva E. S. - Издательство "Аспект Пресс" - 978-5-7567-1244-5 - 2022 - русский - https://e.lanbook.com/book/324359 - ЛАНЬ - 324359
• 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
• Sebenius, J. K. (2017). BATNAs in Negotiation: Common Errors and Three Kinds of “No.” https://doi.org/10.1111/nejo.12176/abstract

Authors

• Zinchak Elena Vladimirovna
• Belokhlebova Natalia Aleksandrovna