030006 KU Introduction to Negotiation (2020W)
Due to the highly interactive nature of this course, the number of participants is limited. To apply for this course, please send an e-mail to email@example.com, including your CV and a brief explanation as to why you would like to participate in this course (max. 1-2 paragraphs) any time before 18 September 2020. In case you require an earlier notification on whether your application was successful (e.g. for the purpose of planning your course schedule), please indicate so in your application.
- Anmeldung von Di 08.09.2020 00:01 bis Di 22.09.2020 23:59
- Abmeldung bis Mo 12.10.2020 23:59
Termine (iCal) - nächster Termin ist mit N markiert
Ziele, Inhalte und Methode der Lehrveranstaltung
Art der Leistungskontrolle und erlaubte Hilfsmittel
· Attendance and participation in class discussions: 50%
· Written negotiation plan: 50%
Mindestanforderungen und Beurteilungsmaßstab
Please note that participation in all sessions is compulsory in order to successfully complete the course. If you fall ill, please contact the lecturer as soon as possible and provide a medical certificate.
The course is built around a series of negotiation exercises. When negotiating, you should try your hardest to get the best possible outcome for yourself or your group. You are not graded on the outcomes of your negotiations, but rather on the quality of your preparation prior to the negotiation and your participation in post-negotiation discussions. The reason you are not graded on your outcomes is to encourage you to experiment with different strategies and techniques.
Your participation in class discussion will be evaluated on the quality of your contributions and insights. After each negotiation exercise, a debriefing session will include sharing information about results, sharing information about strategies attempted, and sharing reactions to the process. Quality comments possess one or more of the following properties:
· Offer a different, unique, but relevant, perspective based on analysis and theory.
· Contribute to moving the discussion and analysis forward.
· Build upon the comments of your classmates.
· Link relevant concepts to current events or past class discussions.
At the end of each session, you may receive some negotiation exercise materials for the respective next session. You will be required to read these instructions outside class and in advance of the next session, so make sure to schedule some time (app. two hours) for the required reading and preparation after class.
You need to be prepared for each negotiation exercise in order to ensure the best learning experience for you and your classmates. Please read the instructions for each negotiation carefully and think about how you will approach the negotiation.
2. Written negotiation plan
The last negotiation exercise of the course will take place during our last session on Monday, 19 October 2020. You will receive the necessary materials for this negotiation at the end of the session on Wednesday, 14 October 2020. You will then be required to prepare a written negotiation plan in preparation of this last negotiation exercise, which you will be required to submit before the beginning of the session on Monday, 19 October 2020 by email. Accordingly, please schedule some time to write the negotiation plan between Wednesday, 14 October 2020 and Monday, 19 October 2020. You will receive further information on the required contents of the negotiation plan during the course.
· Fisher, R., Ury, W., & Patton, B. (1991). Getting to Yes. New York: Penguin
· Thompson, Leigh (2014). The Mind and Heart of the negotiator (6th ed). Upper Saddle River, NJ: Prentice Hall