Art of Negotiations

2024/2025

Учебный год

ENG

Обучение ведется на английском языке

3

Кредиты

Кто читает:

Кафедра общего и стратегического менеджмента (Нижний Новгород) (Факультет менеджмента (Нижний Новгород))

Статус:

Курс обязательный

Когда читается:

1-й курс, 1 модуль

Преподаватель

Зинчак Елена Владимировна

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
• Distributive negotiations
• Integrative negotiations

Assessment Elements

• Course participation
  Measured by: your being prepared for the course activities, delivering presentations on course topics, taking part in negotiations and debriefs, exit tickets
• Test
  A test on: negotiation essentials and elements of distributive strategy; elements of integrative strategy
• Home assignment

Interim Assessment

• 2024/2025 1st module
  0.3 * Course participation + 0.5 * Home assignment + 0.2 * 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

Authors

• ZINCHAK ELENA VLADIMIROVNA