Universität Wien
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150020 VO Intercultural negotiation patterns (2021W)


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.


Note: The time of your registration within the registration period has no effect on the allocation of places (no first come, first served).


max. 100 participants
Language: English

Examination dates



This class will be delivered fully online during the 2021 winter semester.

Synchronous (i.e. "live") classes will take place online on the following dates:
- 1 October, 18.30-20.00
- 26 November, 18.30-20.00
- 14 January, 18.30-20.00
- 21 January, 18.30-21.00

Asynchronous teaching will take place during the remaining weeks of the semester. It 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 first exam is scheduled to take place on 28.01.2022, 18:30 -20:00


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.

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.

Synchronous teaching is comprised of live meetings online (see dates above). 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).

Assessment and permitted materials

This is a lecture (Vorlesungen, VO) course; regular attendance and the completion of activities designed to support learning are therefore not mandatory.
The student's grade is based solely on performance in the final exam.

The exam is open book, which means that you can use all aids (scripts, notes, internet, ...). If you make direct use of text passages from sources, these must be marked as direct quotations (source reference).

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

The examination is essay-based. Students will be presented with two questions and should respond to one in the allocated time. Candidates must submit their completed essay within the 90 minute time frame.

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: Fr 12.05.2023 00:17