150224 VO Intercultural Negotiation Patterns (2012W)
Labels
Details
max. 130 participants
Language: English
Examination dates
Friday
25.01.2013
Friday
01.03.2013
13:15 - 14:45
Seminarraum Japanologie 1 UniCampus Hof 2 2K-EG-21
Friday
03.05.2013
18:15 - 20:15
Hörsaal C2 UniCampus Hof 2 2G-K1-03
Friday
28.06.2013
Lecturers
Classes (iCal) - next class is marked with N
Friday
05.10.
13:15 - 14:45
Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
Friday
12.10.
13:15 - 14:45
Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
Friday
19.10.
13:15 - 14:45
Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
Friday
09.11.
13:15 - 14:45
Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
Friday
16.11.
13:15 - 14:45
Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
Friday
23.11.
13:15 - 14:45
Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
Friday
30.11.
13:15 - 14:45
Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
Friday
07.12.
13:15 - 14:45
Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
Friday
14.12.
13:15 - 14:45
Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
Friday
11.01.
13:15 - 14:45
Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
Friday
18.01.
13:15 - 14:45
Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
Information
Aims, contents and method of the course
Assessment and permitted materials
There will be a written final exam.
Minimum requirements and assessment criteria
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 behaviour that have been developed in economics and decision sciences, and cognitive and behavioural theories that investigate how bargaining behaviour may diverge from the predictions of the rational models;
2. An opportunity to develop their bargaining skills and apply the theoretical concepts covered in class in a variety of negotiating exercises and cases; and
3. Exposure to new communication and computer technologies that are used in negotiation analysis and support, and in the conducting of negotiations in e-business and beyond.
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 behaviour that have been developed in economics and decision sciences, and cognitive and behavioural theories that investigate how bargaining behaviour may diverge from the predictions of the rational models;
2. An opportunity to develop their bargaining skills and apply the theoretical concepts covered in class in a variety of negotiating exercises and cases; and
3. Exposure to new communication and computer technologies that are used in negotiation analysis and support, and in the conducting of negotiations in e-business and beyond.
Examination topics
Reading list
Association in the course directory
WM4b, 1000, JMA M9, KMA M2
Last modified: Mo 07.09.2020 15:35
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
Electronic negotiations