Universität Wien

150224 VO Intercultural Negotiation Patterns (2018S)

(SoSe)

4.00 ECTS (2.00 SWS), SPL 15 - Ostasienwissenschaften

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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.
Moodle

Details

Sprache: Englisch

Prüfungstermine

Freitag 29.06.2018 18:30 - 20:00 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9 Donnerstag 27.09.2018 10:30 - 12:00 Seminarraum Sinologie 1 UniCampus Hof 2 2F-O1-10

Lehrende

Termine (iCal) - nächster Termin ist mit N markiert

Freitag 02.03. 18:30 - 20:00 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
Freitag 09.03. 18:30 - 20:00 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
Freitag 16.03. 18:30 - 20:00 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
Freitag 23.03. 18:30 - 20:00 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
Freitag 13.04. 18:30 - 20:00 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
Freitag 20.04. 18:30 - 20:00 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
Freitag 27.04. 18:30 - 20:00 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
Freitag 04.05. 18:30 - 20:00 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
Freitag 11.05. 18:30 - 20:00 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
Freitag 18.05. 18:30 - 20:00 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
Freitag 25.05. 18:30 - 20:00 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
Freitag 08.06. 18:30 - 21:30 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
Freitag 15.06. 18:30 - 20:00 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
Freitag 22.06. 18:30 - 20:00 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
Mittwoch 27.06. 18:30 - 20:00 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9

Information

Ziele, Inhalte und Methode der Lehrveranstaltung

This course aims to equip students with a robust knowledge base of the major theories and concepts of negotiation. Students will approach negotiation from structural (i.e. interests, parties etc.) and processual (i.e. interactive, cognitive) perspectives. A secondary – and equally important – objective is the development of students’ facility in negotiation practice. The synthesis of theory and praxis ultimately aims to enable students to negotiate in a range of intercultural contexts and thus contribute to their graduate employability.

The course is comprised of reading, fourteen class meetings which illuminate the required materials, as well as an extended (3 hour) practical negotiation exercise.

Upon successful completion of the course, students should be able to:
i. Describe the central frameworks of negotiation and critically analyze and evaluate the negotiation process;
ii. Consider and apply successful negotiation strategies to probable international diplomatic and/or managerial scenarios;
iii. Summarize the ethical ramifications of the main negotiation approaches;
iv. Pinpoint the bias(es) that are factors in the outcomes secured by both decision-makers and negotiators, and critically reflect upon the role of these biases in one’s own negotiation practice;
v. Analyze negotiation strategies in the context of East Asia and develop and apply appropriate behaviors.

Art der Leistungskontrolle und erlaubte Hilfsmittel

Students are required to complete one course examination and can select from four dates.

Mindestanforderungen und Beurteilungsmaßstab

Students must successfully pass one course examination. Students can take the exam in June 2018 or select one of three dates during the 2018 winter semester.

Prüfungsstoff

During the exam, students will be able to respond to questions based upon the reading material provided or in-class discussions and exercises.

Literatur

DeMarr, B. J., & Janasz, S. C. (2013). Negotiation and Dispute Resolution. Upper Saddle River, NJ: Prentice Hall.

Fells, Ray E. (2016). Effective Negotiation: from Research to Results. Port Melbourne: Cambridge University Press.

Kang, David. (2013). “North Korea’s Relations with the United States and the Rest of the World.” In North Korea in Transition, edited by Kyung-Ae Park And Scott Snyder, 261-272. Plymouth: Rowman and Littlefield Publishers, Inc.

McKibben, Heather Elko (2015). State Strategies in International Bargaining: Play by the Rules or Change Them? Cambridge: Cambridge University Press.

Quinney, Nigel (2002). U.S. Negotiating Behavior. Washington, D.C.: U.S. Institute of Peace.

Sebenius, J.K. (2002). Caveats for Cross-Border Negotiators. Negotiation Journal 18(2), 121-133.

Snyder, Scott (2000). Negotiating on the Edge: Patterns in North Korea's Diplomatic Style. World Affairs 163(1), 3-17.

Thompson, L. (2015). The Mind and Heart of the Negotiator. Boston: Pearson.

Zuordnung im Vorlesungsverzeichnis

WM4, 1000, JMA M9, KMA M2
EC A153

Letzte Änderung: Mo 07.09.2020 15:35