Universität Wien

150224 VO Intercultural Negotiation Patterns (2015W)

(WiSe)

4.00 ECTS (2.00 SWS), SPL 15 - Ostasienwissenschaften

Introductory session Oct 2nd, final exam Jan 29th.
Moodle

Details

max. 130 participants
Language: English

Examination dates

Lecturers

Classes (iCal) - next class is marked with N

  • Friday 02.10. 18:30 - 20:00 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
  • Friday 09.10. 18:30 - 20:00 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
  • Friday 16.10. 18:30 - 20:00 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
  • Friday 23.10. 18:30 - 20:00 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
  • Friday 30.10. 18:30 - 20:00 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
  • Friday 06.11. 18:30 - 20:00 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
  • Friday 13.11. 18:30 - 20:00 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
  • Friday 20.11. 18:30 - 20:00 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
  • Friday 27.11. 18:30 - 20:00 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
  • Friday 04.12. 18:30 - 20:00 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
  • Friday 11.12. 18:30 - 20:00 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
  • Friday 18.12. 18:30 - 20:00 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
  • Friday 08.01. 18:30 - 20:00 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
  • Friday 15.01. 18:30 - 20:00 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
  • Friday 22.01. 18:30 - 20:00 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9

Information

Aims, contents and method of the course

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. It is based on the following premise:
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

Assessment and permitted materials

There will be a written final exam. There is also a bonus point system in place for in class contributions.

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. Opportunities to develop their bargaining skills and apply the theoretical concepts covered in class in a variety of negotiating exercises and cases
3. An interactive learning environment in which participation, reflection, and the contribution of ideas and experiences is highly valued

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. An additional 20% on top of the exam result can be earned through active participation.

Reading list

All relevant readings will be provided via Moodle platform

Association in the course directory

WM4, 1000, JMA M9, KMA M2
EC A153

Last modified: Mo 07.09.2020 15:35