Business Negotiations

2024/2025

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, 4 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.