Universität Wien

150224 VO Intercultural Negotiation Patterns (2016S)

(SoSe)

4.00 ECTS (2.00 SWS), SPL 15 - Ostasienwissenschaften
Moodle

Details

Sprache: Englisch

Prüfungstermine

Lehrende

Termine (iCal) - nächster Termin ist mit N markiert

  • Freitag 04.03. 18:30 - 20:00 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
  • Freitag 18.03. 18:30 - 20:00 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
  • Freitag 08.04. 18:30 - 20:00 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
  • Freitag 15.04. 18:30 - 20:00 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
  • Freitag 22.04. 18:30 - 20:00 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
  • Freitag 29.04. 18:30 - 20:00 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
  • Freitag 06.05. 18:30 - 20:00 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
  • Freitag 13.05. 18:30 - 20:00 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
  • Freitag 20.05. 18:30 - 20:00 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
  • Freitag 27.05. 18:30 - 20:00 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
  • Freitag 03.06. 18:30 - 20:00 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
  • Freitag 10.06. 18:30 - 20:00 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9

Information

Ziele, Inhalte und Methode der Lehrveranstaltung

This course is designed for students who expect to perform managerial or diplomatic functions in their future careers. Its key objective is to equip students with the knowledge and basic skills required to conduct, manage and analyze negotiation processes. A special focus lies on culturally diverse approaches to negotiations. It is based on the following premise:
Everybody negotiates but managers and professionals should know how to manage conflict and how to negotiate effectively.
Discussed topics include
Conflict & negotiations
Negotiators
Judgment & decision making
Negotiation Process
Strategies and tactics
Culture & negotiations

Art der Leistungskontrolle und erlaubte Hilfsmittel

There will be a written final exam. There is also a bonus point system in place for in class contributions.

Mindestanforderungen und Beurteilungsmaßstab

The three key objectives of this course are to provide the students with:
1. An understanding of different theories of the negotiation process and the application of these theories to a variety of settings. The theories to be covered include rational models of bargaining behaviour that have been developed in economics and decision sciences, and cognitive and behavioural theories that investigate how bargaining behaviour may diverge from the predictions of the rational models
2. Opportunities to develop their bargaining skills and apply the theoretical concepts covered in class in a variety of negotiating exercises and cases
3. An interactive learning environment in which participation, reflection, and the contribution of ideas and experiences is highly valued

Prüfungsstoff

This lecture puts an emphasis on active participation throughout. Multiple negotiation simulations and in class discussions ensure that the learning process includes practical skills as well as theoretical concepts. An additional 20% on top of the exam result can be earned through active participation.

Literatur

All relevant readings will be provided via Moodle platform

Zuordnung im Vorlesungsverzeichnis

WM4, 1000, JMA M9, KMA M2
EC A153

Letzte Änderung: Mi 06.11.2024 00:12