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150019 VO Intercultural negotiation patterns (2018W)


4.00 ECTS (2.00 SWS), SPL 15 - Ostasienwissenschaften

Bitte registrieren Sie sich zu dieser Vorlesung über U:FIND.
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.



max. 100 participants
Language: English

Examination dates


Classes (iCal) - next class is marked with N

Please note that one class session (date TBC) will be extended to 21.30 to accommodate a simulated negotiation.

Friday 12.10. 18:30 - 20:00 Hörsaal C2 UniCampus Hof 2 2G-K1-03
Friday 19.10. 18:30 - 20:00 Hörsaal C2 UniCampus Hof 2 2G-K1-03
Friday 09.11. 18:30 - 20:00 Hörsaal C2 UniCampus Hof 2 2G-K1-03
Friday 16.11. 18:30 - 20:00 Hörsaal C2 UniCampus Hof 2 2G-K1-03
Friday 23.11. 18:30 - 20:00 Hörsaal C2 UniCampus Hof 2 2G-K1-03
Friday 30.11. 18:30 - 20:00 Hörsaal C2 UniCampus Hof 2 2G-K1-03
Friday 14.12. 18:30 - 20:00 Hörsaal C2 UniCampus Hof 2 2G-K1-03
Friday 11.01. 18:30 - 20:00 Hörsaal C2 UniCampus Hof 2 2G-K1-03
Friday 18.01. 18:30 - 20:00 Hörsaal C2 UniCampus Hof 2 2G-K1-03
Friday 25.01. 18:30 - 20:00 Hörsaal C2 UniCampus Hof 2 2G-K1-03


Aims, contents and method of the course

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, 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.

Assessment and permitted materials

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

Minimum requirements and assessment criteria

Students must successfully pass one course examination.

Examination topics

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

Reading list

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.

Association in the course directory

WM4, 1000, KMA M2, EC A153
altes Curriculum MA JAP: M9
neues Curriculum MA JAP: M6

Last modified: Mo 07.09.2020 15:35