150019 VO Intercultural negotiation patterns (2020W)
(WiSe)
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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.
Registration/Deregistration
Details
Examination dates
- Friday 29.01.2021 18:30 - 20:00 Digital
- Friday 05.03.2021 16:00 - 17:30 Digital
- Friday 07.05.2021 17:45 - 19:15 Digital
- Friday 25.06.2021 17:45 - 19:15 Digital
Lecturers
Classes
The contents and delivery mode are as follows:
Friday 02.10., 18:30 - 20:00: live online class (Key Dynamics in the Negotiation Process).
Friday 09.10.: e-lecture + exercises (The Essence of Negotiation).
Friday 16.10.: e-lecture + exercises (Developing a Personal Negotiating Style).
Friday 23.10.: e-lecture + exercises (Distributive v. Integrative Negotiations).
Friday 30.10.: e-lecture + exercises ('Cross-Cultural' Negotiations).
Friday 06.11.: e-lecture + exercises (Gender in Negotiations).
Friday 13.11.: 18:30 - 20:00 live online class (Digital Negotiations; Mid-Semester Revision and Review).
Friday 20.11.: e-lecture + exercises (Multi-Party Negotiations).
Friday 27.11.: e-lecture + exercises (Managerial Negotiations).
Friday 04.12.: e-lecture + exercises (Diplomatic Negotiations).
Friday 11.12.: e-lecture + exercises (Negotiating Styles of Nation States).
Friday 18.12. No class (in lieu of double session on 22.1).
Friday 08.01.: e-lecture + exercises (The Ethics of Digital Diplomacy).
Friday 15.01., 18:30 - 20:00: live online class (revision).
Friday 22.01., 18:30 - 21:30: live online class (extended negotiation exercise; sign-up required).
Friday 29.01., 18:30 - 20:00: exam 1.
Information
Aims, contents and method of the course
Assessment and permitted materials
Minimum requirements and assessment criteria
Examination topics
Reading list
Association in the course directory
altes Curriculum MA JAP: M9
neues Curriculum MA JAP: M6
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 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 02.10., 18:30 - 20:00: live online class (Key Dynamics in the Negotiation Process).
Friday 09.10.: e-lecture + exercises (The Essence of Negotiation).
Friday 16.10.: e-lecture + exercises (Developing a Personal Negotiating Style).
Friday 23.10.: e-lecture + exercises (Distributive v. Integrative Negotiations).
Friday 30.10.: e-lecture + exercises ('Cross-Cultural' Negotiations).
Friday 06.11.: e-lecture + exercises (Gender in Negotiations).
Friday 13.11.: 18:30 - 20:00 live online class (Digital Negotiations; Mid-Semester Revision and Review).
Friday 20.11.: e-lecture + exercises (Multi-Party Negotiations).
Friday 27.11.: e-lecture + exercises (Managerial Negotiations).
Friday 04.12.: e-lecture + exercises (Diplomatic Negotiations).
Friday 11.12.: e-lecture + exercises (Negotiating Styles of Nation States).
Friday 18.12. No class (in lieu of double session on 22.1).
Friday 08.01.: e-lecture + exercises (The Ethics of Digital Diplomacy).
Friday 15.01., 18:30 - 20:00: live online class (revision).
Friday 22.01., 18:30 - 21:30: live online class (extended negotiation exercise; sign-up required).
Friday 29.01., 18:30 - 20:00: exam 1.
Exams 2, 3 and 4 are typically held in the summer semester.