Art of Negotiations

2026/2027

Учебный год

ENG

Обучение ведется на английском языке

3

Кредиты

Кто читает:

Департамент организационного развития

Статус:

Курс обязательный

Когда читается:

1-й курс, 3 модуль

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
• 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

• Essentials of negotiations
• Integrative negotiations
• Distributive negotiations

Assessment Elements

• Home assignment
• Final test
• Microtests
• Course participation
  Measured by: your being prepared for the course activities, delivering presentations on course topics, taking part in negotiations and debriefs

Interim Assessment

• 2026/2027 3rd module
  0.25 * Home assignment + 0.23 * Final test + 0.23 * Microtests + 0.29 * Course participation

Bibliography

Recommended Core Bibliography

• Имаева, Е. З., Negotiations: Key to Success : учебное пособие / Е. З. Имаева, Ю. В. Костикова, Н. А. Сухарева. — Москва : Русайнс, 2021. — 147 с. — ISBN 978-5-4365-8872-8. — URL: https://book.ru/book/942341 (дата обращения: 09.12.2025). — Текст : электронный.

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
• Lebedeva, M. M. International Negotiations in the Digital Age : учебник / M. M. Lebedeva, E. S. Zinovieva. — Москва : Аспект Пресс, 2022. — 242 с. — ISBN 978-5-7567-1244-5. — Текст : электронный // Лань : электронно-библиотечная система. — URL: https://e.lanbook.com/book/324359 (дата обращения: 00.00.0000). — Режим доступа: для авториз. пользователей.
• Sebenius, J. K. (2017). BATNAs in Negotiation: Common Errors and Three Kinds of “No.” https://doi.org/10.1111/nejo.12176/abstract

Authors

• Belokhlebova Natalia Aleksandrovna
• Zinchak Elena Vladimirovna