Warning! The directory is not yet complete and will be amended until the beginning of the term.
150224 VO Intercultural Negotiation Patterns (2018S)
(SoSe)
Labels
Für diese VO ist KEINE Anmeldung über U:SPACE (bzw. UNIVIS) erforderlich.
Bitte auf MOODLE anmelden für den Zugang zu LV-Materialien.
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.
Bitte auf MOODLE anmelden für den Zugang zu LV-Materialien.
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.
Details
Language: English
Examination dates
Friday
29.06.2018
18:30 - 20:00
Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
Thursday
27.09.2018
10:30 - 12:00
Seminarraum Sinologie 1 UniCampus Hof 2 2F-O1-10
Lecturers
Classes (iCal) - next class is marked with N
Friday
02.03.
18:30 - 20:00
Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
Friday
09.03.
18:30 - 20:00
Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
Friday
16.03.
18:30 - 20:00
Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
Friday
23.03.
18:30 - 20:00
Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
Friday
13.04.
18:30 - 20:00
Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
Friday
20.04.
18:30 - 20:00
Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
Friday
27.04.
18:30 - 20:00
Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
Friday
04.05.
18:30 - 20:00
Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
Friday
11.05.
18:30 - 20:00
Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
Friday
18.05.
18:30 - 20:00
Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
Friday
25.05.
18:30 - 20:00
Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
Friday
08.06.
18:30 - 21:30
Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
Friday
15.06.
18:30 - 20:00
Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
Friday
22.06.
18:30 - 20:00
Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
Wednesday
27.06.
18:30 - 20:00
Hörsaal 32 Hauptgebäude, 1.Stock, Stiege 9
Information
Aims, contents and method of the course
Assessment and permitted materials
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. Students can take the exam in June 2018 or select one of three dates during the 2018 winter semester.
Examination topics
During the exam, students will be able to respond to questions based upon the reading material provided or in-class discussions and exercises.
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, JMA M9, KMA M2
EC A153
EC A153
Last modified: Mo 07.09.2020 15:35
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.