150224 VO Intercultural Negotiation Patterns (SoSe) (2021S)

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.

Upon successful completion of the course, students will 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.

Due to COVID-19, the course is comprised of a mixture of synchronous and asynchronous teaching, which means that students are taught live online in certain units and work on the content of other units independently.

Synchronous teaching is comprised of live meetings online. Asynchronous teaching is made up of e-lectures (i.e. recorded video lectures) and accompanying exercises on Moodle (which students can work through at a time of their choosing in the designated week). The e-lectures include simulated negotiation exercises which students are expected to complete with others. In addition, an extended practical negotiation exercise is held live online. Reading is set for every session (regardless of whether it is synchronous or asynchronous).

The contents and delivery mode are as follows:
Friday 05.03.17:45 - 19:15: live online class (Key Dynamics in the Negotiation Process).
Friday 19.03.: e-lecture + exercises (The Essence of Negotiation).
Friday 26.03.: e-lecture + exercises (Developing a Personal Negotiating Style).
Friday 16.04.: e-lecture + exercises (Distributive v. Integrative Negotiations).
Friday 23.04.: e-lecture + exercises ('Cross-Cultural' Negotiations).
Friday 30.04.: e-lecture + exercises (Gender in Negotiations).
Friday 07.05.17:45 - 19:15: live online class (Digital Negotiations; Mid-Semester Revision and Review).
Friday 21.05.: e-lecture + exercises (Multi-Party Negotiations).
Friday 27.11.: e-lecture + exercises (Managerial Negotiations).
Friday 28.05.: e-lecture + exercises (Diplomatic Negotiations).
Friday 04.06.: e-lecture + exercises (Negotiating Styles of Nation States).
Friday 11.06. 17:45 - 19:15: live online class (revision).
Friday 18.06. 17:45 – 20.00: live online class (extended negotiation exercise; sign-up required).
Friday 25.06. 17:45 - 19:15: exam 1.

Exams 2, 3 and 4 are typically held in the winter semester.