150224 VO Intercultural Negotiation Patterns (2016S)

(SoSe)

4.00 ECTS (2.00 SWS), SPL 15 - Ostasienwissenschaften

Moodle

Details

Language: English

Examination dates

Friday 17.06.2016 18:30 - 20:00 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9 Friday 23.09.2016 18:30 - 19:45 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9 Friday 07.10.2016 16:45 - 18:15 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9 Friday 27.01.2017 18:30 - 20:00 Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9

Lecturers

Ronald Mitterhofer

Classes (iCal) - next class is marked with N

    
    Friday
    04.03.
    18:30 - 20:00
    Hörsaal 32  Hauptgebäude, 1.Stock, Stiege 9
    
    Friday
    18.03.
    18:30 - 20:00
    Hörsaal 32  Hauptgebäude, 1.Stock, Stiege 9
    
    Friday
    08.04.
    18:30 - 20:00
    Hörsaal 32  Hauptgebäude, 1.Stock, Stiege 9
    
    Friday
    15.04.
    18:30 - 20:00
    Hörsaal 32  Hauptgebäude, 1.Stock, Stiege 9
    
    Friday
    22.04.
    18:30 - 20:00
    Hörsaal 32  Hauptgebäude, 1.Stock, Stiege 9
    
    Friday
    29.04.
    18:30 - 20:00
    Hörsaal 32  Hauptgebäude, 1.Stock, Stiege 9
    
    Friday
    06.05.
    18:30 - 20:00
    Hörsaal 32  Hauptgebäude, 1.Stock, Stiege 9
    
    Friday
    13.05.
    18:30 - 20:00
    Hörsaal 32  Hauptgebäude, 1.Stock, Stiege 9
    
    Friday
    20.05.
    18:30 - 20:00
    Hörsaal 32  Hauptgebäude, 1.Stock, Stiege 9
    
    Friday
    27.05.
    18:30 - 20:00
    Hörsaal 32  Hauptgebäude, 1.Stock, Stiege 9
    
    Friday
    03.06.
    18:30 - 20:00
    Hörsaal 32  Hauptgebäude, 1.Stock, Stiege 9
    
    Friday
    10.06.
    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