150019 VO Intercultural negotiation patterns (2018W)
(WiSe)
Labels
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.
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.
Registration/Deregistration
Note: The time of your registration within the registration period has no effect on the allocation of places (no first come, first served).
Details
max. 100 participants
Language: English
Examination dates
Monday
28.01.2019
16:45 - 18:15
Hörsaal C2 UniCampus Hof 2 2G-K1-03
Thursday
28.02.2019
18:30 - 20:00
Hörsaal C2 UniCampus Hof 2 2G-K1-03
Thursday
04.04.2019
18:45 - 20:15
Seminarraum Ostasienwissenschaften 1 UniCampus Hof 5 2I-O1-05
Thursday
02.05.2019
18:45 - 20:15
Seminarraum Ostasienwissenschaften 1 UniCampus Hof 5 2I-O1-05
Lecturers
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
Information
Aims, contents and method of the course
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
altes Curriculum MA JAP: M9
neues Curriculum MA JAP: M6
Last modified: Mo 07.09.2020 15:35
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.