150224 VO Intercultural Negotiation Patterns (2014W)
Labels
Details
max. 130 participants
Language: English
Examination dates
Friday
30.01.2015
18:30 - 20:00
Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
Friday
27.02.2015
18:00 - 19:30
Seminarraum Japanologie 1 UniCampus Hof 2 2K-EG-21
Friday
13.03.2015
16:45 - 18:15
Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
Friday
26.06.2015
Lecturers
Classes (iCal) - next class is marked with N
Friday
10.10.
18:30 - 20:00
Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
Friday
17.10.
18:30 - 20:00
Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
Friday
24.10.
18:30 - 20:00
Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
Friday
31.10.
18:30 - 20:00
Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
Friday
07.11.
18:30 - 20:00
Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
Friday
14.11.
18:30 - 20:00
Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
Friday
21.11.
18:30 - 20:00
Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
Friday
28.11.
18:30 - 20:00
Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
Friday
05.12.
18:30 - 20:00
Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
Friday
12.12.
18:30 - 20:00
Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
Friday
09.01.
18:30 - 20:00
Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
Friday
16.01.
18:30 - 20:00
Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
Friday
23.01.
18:30 - 20:00
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
This lecture puts an emphasis on active participation throughout. Multiple negotiation simulations and in class discussions ensure that the learning process includes practical skills as well as theoretical concepts.
Reading list
All relevant readings will be provided via Moodle platform
Association in the course directory
WM4, 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