Universität Wien

150224 VO Intercultural Negotiation Patterns (2021S)

4.00 ECTS (2.00 SWS), SPL 15 - Ostasienwissenschaften

Please register for this course on U:FIND.
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.
Moodle

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Details

Language: English

Examination dates

Lecturers

Classes (iCal) - next class is marked with N

The contents and delivery mode are as follows:
Friday 05.03.17:45 - 19:15: live online class (Key Dynamics in the Negotiation Process).
Friday 19.03.: e-lecture + exercises (The Essence of Negotiation).
Friday 26.03.: e-lecture + exercises (Developing a Personal Negotiating Style).
Friday 16.04.: e-lecture + exercises (Distributive v. Integrative Negotiations).
Friday 23.04.: e-lecture + exercises ('Cross-Cultural' Negotiations).
Friday 30.04.: e-lecture + exercises (Gender in Negotiations).
Friday 07.05.17:45 - 19:15: live online class (Digital Negotiations; Mid-Semester Revision and Review).
Friday 14.05.: e-lecture + exercises (Multi-Party Negotiations).
Friday 21.05.: e-lecture + exercises (Managerial Negotiations).
Friday 28.05.: e-lecture + exercises (Diplomatic Negotiations).
Friday 04.06.: e-lecture + exercises (Negotiating Styles of Nation States).
Friday 11.06. 17:45 - 19:15: live online class (revision).
Friday 18.06. 17:45 – 20.00: live online class (extended negotiation exercise; sign-up required).
Friday 25.06. 17:45 - 19:15: exam 1.

  • Friday 05.03. 17:45 - 19:15 Digital
  • Friday 19.03. 17:45 - 19:15 Digital
  • Friday 26.03. 17:45 - 19:15 Digital
  • Friday 16.04. 17:45 - 19:15 Digital
  • Friday 23.04. 17:45 - 19:15 Digital
  • Friday 30.04. 17:45 - 19:15 Digital
  • Friday 07.05. 17:45 - 19:15 Digital
  • Friday 14.05. 17:45 - 19:15 Digital
  • Friday 21.05. 17:45 - 19:15 Digital
  • Friday 28.05. 17:45 - 19:15 Digital
  • Friday 04.06. 17:45 - 19:15 Digital
  • Friday 11.06. 17:45 - 19:15 Digital
  • Friday 18.06. 17:45 - 19:15 Digital
  • Friday 25.06. 17:45 - 19:15 Digital

Information

Aims, contents and method of the course

This course aims to equip students with a robust knowledge base of the major theories and concepts of negotiation. Students will approach negotiation from structural (i.e. interests, parties etc.) and processual (i.e. interactive, cognitive) perspectives. A secondary - and equally important - objective is the development of students’ facility in negotiation practice. The synthesis of theory and praxis ultimately aims to enable students to negotiate in a range of intercultural contexts and thus contribute to their graduate employability.

Upon successful completion of the course, students will be able to:
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.

Due to COVID-19, the course is comprised of a mixture of synchronous and asynchronous teaching, which means that students are taught live online in certain units and work on the content of other units independently.

Synchronous teaching is comprised of live meetings online. Asynchronous teaching is made up of e-lectures (i.e. recorded video lectures) and accompanying exercises on Moodle (which students can work through at a time of their choosing in the designated week). The e-lectures include simulated negotiation exercises which students are expected to complete with others. In addition, an extended practical negotiation exercise is held live online. Reading is set for every session (regardless of whether it is synchronous or asynchronous).

The contents and delivery mode are as follows:
Friday 05.03.17:45 - 19:15: live online class (Key Dynamics in the Negotiation Process).
Friday 19.03.: e-lecture + exercises (The Essence of Negotiation).
Friday 26.03.: e-lecture + exercises (Developing a Personal Negotiating Style).
Friday 16.04.: e-lecture + exercises (Distributive v. Integrative Negotiations).
Friday 23.04.: e-lecture + exercises ('Cross-Cultural' Negotiations).
Friday 30.04.: e-lecture + exercises (Gender in Negotiations).
Friday 07.05.17:45 - 19:15: live online class (Digital Negotiations; Mid-Semester Revision and Review).
Friday 21.05.: e-lecture + exercises (Multi-Party Negotiations).
Friday 27.11.: e-lecture + exercises (Managerial Negotiations).
Friday 28.05.: e-lecture + exercises (Diplomatic Negotiations).
Friday 04.06.: e-lecture + exercises (Negotiating Styles of Nation States).
Friday 11.06. 17:45 - 19:15: live online class (revision).
Friday 18.06. 17:45 – 20.00: live online class (extended negotiation exercise; sign-up required).
Friday 25.06. 17:45 - 19:15: exam 1.

Exams 2, 3 and 4 are typically held in the winter semester.

Assessment and permitted materials

The performance review is carried out through digital exams. The exam is held as an open book exam, which means that you can use all aids (scripts, notes, internet ...). If you make direct use of text passages from sources, these must be marked as direct quotations (source reference).

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.

Examination topics

The examination is essay-based. Students will be presented with two questions and should respond to one in the allocated time. Candidates must submit their completed essay via Moodle within the 90 minute time frame.

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, KMA M2, EC A153
altes Curriculum MA JAP: M9
neues Curriculum MA JAP: M6

Last modified: Fr 12.05.2023 00:17