Business Negotiations

2020/2021

Academic Year

ENG

Instruction in English

4

ECTS credits

Author

Zinchak, Elena V.

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

Zinchak, Elena V.

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
• outline one’s strengths and weaknesses in negotiations
• review other’s performance and give constructive feedback
• 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

Course Contents

• Essentials of negotiations
  Negotiation basic terms: defining the language and conceptual frameworks to develop strategy for deal making negotiations, conflict management, dispute resolution, third party negotiations, multiparty and team negotiations. Negotiation basic principles. Most prominent negotiation study centers in Russia and abroad. Negotiation traps, reasons for inefficiency. Negotiation myths.
• Distributive negotiations
  Strategies for slicing the pie. Common myths about pie-slicing in negotiations. Wise pie-slicing.
• Integrative negotiations
  Pie-expanding strategies: bridging, cost cutting, non-specific compensation, structuring contingencies. Testing one’s own creativity. Fractionating problems into solvable parts. Finding differences: issue alignment and realignment. Threats to effective problem-solving and creativity (the inert knowledge problem, availability heuristic, representativeness, anchoring the adjustment, etc). The posturing strategy, the persuasion strategy.
• Multi-party negotiations, coalitions and teams
  Analyzing multiparty negotiations. Multiparty negotiations: key challenges and strategies. Key challenges of coalitions. Strategies for maximizing coalitional effectiveness. Principal-agent negotiations. Constituent negotiations. Team negotiations: challenges and strategies for improving team effectiveness (structural intervention, adaptation, managerial intervention, exit). Inter and intra- group negotiations. Team negotiations: task conflict, procedural conflict.

Assessment Elements

• Class participation
• Home assignment
• Essay
• Forms
• Tests

Interim Assessment

• Interim assessment (3 module)
  0.35 * Class participation + 0.3 * Essay + 0.15 * Forms + 0.15 * Home assignment + 0.05 * Tests

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