Universität Wien

150004 VO Intercultural negotiation patterns (2016W)

(WiSe)

4.00 ECTS (2.00 SWS), SPL 15 - Ostasienwissenschaften

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

max. 130 participants
Language: English

Examination dates

Lecturers

Classes (iCal) - next class is marked with N

  • Friday 07.10. 18:30 - 20:00 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
  • Friday 14.10. 18:30 - 20:00 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
  • Friday 21.10. 18:30 - 20:00 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
  • Friday 28.10. 18:30 - 20:00 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
  • Friday 04.11. 18:30 - 20:00 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
  • Friday 11.11. 18:30 - 20:00 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
  • Friday 18.11. 18:30 - 20:00 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
  • Friday 25.11. 18:30 - 20:00 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
  • Friday 02.12. 18:30 - 20:00 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
  • Friday 09.12. 18:30 - 20:00 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
  • Friday 16.12. 18:30 - 20:00 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
  • Friday 13.01. 18:30 - 20:00 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
  • Friday 20.01. 18:30 - 20:00 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9

Information

Aims, contents and method of the course

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 behavior that have been developed in economics and decision sciences, and cognitive and behavioral theories that investigate how bargaining behavior 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 as well as video analysis of negotiation scenes in feature films and TV series.

3. An interactive learning environment in which participation, reflection, and the contribution of ideas and experiences is highly valued

This course 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

Assessment and permitted materials

There will be a written final exam. There is also a bonus point system in place for in class contributions. At the final exam no materials are allowed.

Minimum requirements and assessment criteria

The written final exam will count for 100 points in total.
Through active and regular participation, students can gather another 20 bonus points on top of that.
To pass the course you need a minimum of 50 total points.

Examination topics

The exam covers the exact same topics the in-class dialog does.

Reading list

All relevant readings will be provided via Moodle platform

Association in the course directory

WM4, 1000, JMA M9, KMA M2
EC A153

Last modified: Mo 07.09.2020 15:35