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Regular version of the site

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:
1 year, 1 module

Instructor

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

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

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.
Course Contents

Course Contents

  • Essentials of negotiations
  • Distributive negotiations
  • Integrative negotiations
Assessment Elements

Assessment Elements

  • non-blocking Attendance and participation
  • non-blocking Test
    on negotiation essentials, elements of distributive and integrative strategies
  • non-blocking Home assignment
    Analysis of a public speech or a negotiation situation
  • 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.
Interim Assessment

Interim Assessment

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

Authors

  • ZINCHAK ELENA VLADIMIROVNA