• A
  • A
  • A
  • ABC
  • ABC
  • ABC
  • А
  • А
  • А
  • А
  • А
Regular version of the site

Business Negotiations

2022/2023
Academic Year
ENG
Instruction in English
3
ECTS credits
Delivered at:
Department of General and Strategic Management (Nizhny Novgorod) (Faculty of Management (Nizhny Novgorod))
Course type:
Elective course
When:
3 year, 1 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
  • 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.
  • Implement various negotiation strategies and tactics matching the negotiation setup.
Course Contents

Course Contents

  • Essentials of negotiations
  • Distributive negotiations
  • Integrative negotiations
  • Multiparty negotiations, coalitions and teams
Assessment Elements

Assessment Elements

  • non-blocking Class participation
    For students outside of Nizhny Novgorod campus the course is taught online. In order to get a “9” for the course you need to: - have taken active part in all the negotiation sessions and debrief - and delivered at least 1 presentation with negotiation theory found independently - and successfully taken part in at least 1 ‘mock’ negotiation - and received at least 15 «good» marks from your classmates In order to get a “10” for the course you need to: - you need to have taken active part in all the negotiation sessions and debrief - and delivered at least 2 presentations with negotiation theory found independently - and received at least 20 «good» marks from your classmates - and successfully taken part in at least 2 ‘mock’ negotiations and at least 15 marks for your contribution to others’ learning.
  • non-blocking Home assignment
    In order to get a “9” for the course you need to: - have taken active part in all the negotiation sessions and debrief - and delivered at least 1 presentation with negotiation theory found independently - and successfully taken part in at least 1 ‘mock’ negotiation - and received at least 15 «good» marks from your classmates In order to get a “10” for the course you need to: - you need to have taken active part in all the negotiation sessions and debrief - and delivered at least 2 presentations with negotiation theory found independently - and received at least 20 «good» marks from your classmates - and successfully taken part in at least 2 ‘mock’ negotiations and at least 15 marks for your contribution to others’ learning.
  • non-blocking Test 1
    1st test is on: negotiation essentials and elements of distributive strategy; approximately Oct, 1st and Oct, 3d In order to get a “9” for the course you need to: - have taken active part in all the negotiation sessions and debrief - and delivered at least 1 presentation with negotiation theory found independently - and successfully taken part in at least 1 ‘mock’ negotiation - and received at least 15 «good» marks from your classmates In order to get a “10” for the course you need to: - you need to have taken active part in all the negotiation sessions and debrief - and delivered at least 2 presentations with negotiation theory found independently - and received at least 20 «good» marks from your classmates - and successfully taken part in at least 2 ‘mock’ negotiations and at least 15 marks for your contribution to others’ learning.
  • non-blocking Test 2
    2nd test on: elements of integrative strategy, potentially team negotiations, coalitions, etc; date to be determined In order to get a “9” for the course you need to: - have taken active part in all the negotiation sessions and debrief - and delivered at least 1 presentation with negotiation theory found independently - and successfully taken part in at least 1 ‘mock’ negotiation - and received at least 15 «good» marks from your classmates In order to get a “10” for the course you need to: - you need to have taken active part in all the negotiation sessions and debrief - and delivered at least 2 presentations with negotiation theory found independently - and received at least 20 «good» marks from your classmates - and successfully taken part in at least 2 ‘mock’ negotiations and at least 15 marks for your contribution to others’ learning.
  • non-blocking Reputation index
    This is the grade that will be given to you by your peers and will be based on the negotiator’s reputation you have gained throughout the course. In order to get a “9” for the course you need to: - have taken active part in all the negotiation sessions and debrief - and delivered at least 1 presentation with negotiation theory found independently - and successfully taken part in at least 1 ‘mock’ negotiation - and received at least 15 «good» marks from your classmates In order to get a “10” for the course you need to: - you need to have taken active part in all the negotiation sessions and debrief - and delivered at least 2 presentations with negotiation theory found independently - and received at least 20 «good» marks from your classmates - and successfully taken part in at least 2 ‘mock’ negotiations and at least 15 marks for your contribution to others’ learning.
Interim Assessment

Interim Assessment

  • 2022/2023 1st module
    0.25 * Home assignment + 0.2 * Reputation index + 0.15 * Test 1 + 0.15 * Test 2 + 0.25 * Class 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