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Business Negotiations

2021/2022
Academic Year
ENG
Instruction in English
4
ECTS credits
Delivered at:
Department of General and Strategic Management (Nizhny Novgorod) (Faculty of Management (Nizhny Novgorod))
Course type:
Elective course
When:
3 year, 3 module

Instructor

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
  • design development plan to enhance one’s negotiation skills
  • explain negotiation situations, compare and contrast them
  • implement various negotiation strategies and tactics matching the negotiation setup
  • outline one’s strengths and weaknesses in negotiations
  • review other’s performance and give constructive feedback
Course Contents

Course Contents

  • Essentials of negotiations
  • Distributive negotiations
  • Integrative negotiations
  • Multi-party negotiations, coalitions and teams
Assessment Elements

Assessment Elements

  • non-blocking Class participation
  • non-blocking Home assignment
  • non-blocking Reputation Index
  • non-blocking Test 1
  • non-blocking Test 2
Interim Assessment

Interim Assessment

  • 2021/2022 3rd module
    0.25 * Class participation + 0.15 * Test 1 + 0.2 * Reputation Index + 0.25 * Home assignment + 0.15 * Test 2
Bibliography

Bibliography

Recommended Core Bibliography

  • Thompson, L. L. (2015). The Mind and Heart of the Negotiator, Global Edition (Vol. Sixth edition, global edition). Boston: Pearson. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=nlebk&AN=1419288

Recommended Additional Bibliography

  • Fisher, R., Patton, B., & Ury, W. (2011). Getting to Yes : Negotiating Agreement Without Giving In (Vol. 3rd ed., ed). New York: Penguin Books. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=1125217

Authors

  • ZINCHAK ELENA VLADIMIROVNA