Negotiations and Communications

2023/2024

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:

Compulsory course

When:

2 year, 1 module

Instructor

Zinchak, Elena V.

Course Syllabus

Abstract

The course is aimed at those wishing to master the art (and science) of communications and negotiations. The course is built on students conducting actual negotiations/presentations or public talks in every session, and using the negotiation and/or communication experience for group discussion and individual feedback.

Learning Objectives

• The aim of this course is to give a comprehensive outlook of the negotiations and communications 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

Course Contents

• Essentials of negotiations
• Distributive negotiations
• Integrative negotiations

Assessment Elements

• Home assignment
• Class participation
• Test
• Reputation index

Interim Assessment

• 2023/2024 1st module
  0.25 * Class participation + 0.25 * Home assignment + 0.25 * Reputation index + 0.25 * Test

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