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Business Negotiations

2019/2020
Учебный год
ENG
Обучение ведется на английском языке
3
Кредиты
Статус:
Курс по выбору
Когда читается:
3-й курс, 3 модуль

Преподаватели

Илларионов Александр Евгеньевич

Илларионов Александр Евгеньевич

Course Syllabus

Abstract

In workplace people engage in communicating and negotiating with each other nearly every day. However, statistics show that only 4% of managers reach win-win deals, 20% of the deals are plain lose-lose agreements, whereas 50% of negotiators leave the negotiation table even when they have overlapping interests (Thompson 2012). In order to get better results whether in persuading the others to follow or diagnosing situations and matching them to appropriate techniques one needs to: prepare, practice, reflect, receive feedback, apply theory backed up by research, and expand one’s toolkit. The course is aimed at those wishing to master the art (and science) of negotiations. Following the recommendation for becoming a better negotiator the course is built on students planning (preparation) and conducting negotiations in every session (practice), and using the negotiation experience for group discussion (reflection), individual comments (feedback), and exploring new tools. In class and at home the students familiarize themselves with the research findings and latest academic advances concerning different aspects of the subject matter (theory backed up by research).
Learning Objectives

Learning Objectives

  • The aim of this course is to give a comprehensive outlook of the negotiations 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
Course Contents

Course Contents

  • Essentials of negotiations
    Negotiation basic terms: defining the language and conceptual frameworks to develop strategy for deal making negotiations, conflict management, dispute resolution, third party negotiations, multiparty and team negotiations. Negotiation basic principles. Most prominent negotiation study centers in Russia and abroad. Negotiation traps, reasons for inefficiency. Negotiation myths.
  • Distributive negotiations
    Strategies for slicing the pie. Common myths about pie-slicing in negotiations. Wise pie-slicing.
  • Integrative negotiations
    Pie-expanding strategies: bridging, cost cutting, non-specific compensation, structuring contingencies. Testing one’s own creativity. Fractionating problems into solvable parts. Finding differences: issue alignment and realignment. Threats to effective problem-solving and creativity (the inert knowledge problem, availability heuristic, representativeness, anchoring the adjustment, etc). The posturing strategy, the persuasion strategy.
Assessment Elements

Assessment Elements

  • non-blocking Class participation
  • non-blocking Home assignment
  • non-blocking Essay
Interim Assessment

Interim Assessment

  • Interim assessment (3 module)
    0.5 * Class participation + 0.3 * Essay + 0.2 * Home assignment
Bibliography

Bibliography

Recommended Core Bibliography

  • Thompson, L. L. (2015). The Mind and Heart of the Negotiator, Global Edition (Vol. Sixth edition, global edition). Boston: Pearson. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=nlebk&AN=1419288

Recommended Additional Bibliography

  • Fisher, R., Patton, B., & Ury, W. (2011). Getting to Yes : Negotiating Agreement Without Giving In (Vol. 3rd ed., ed). New York: Penguin Books. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=1125217