Universität Wien

150224 VO Intercultural Negotiation Patterns (2023S)

4.00 ECTS (2.00 SWS), SPL 15 - Ostasienwissenschaften
MIXED

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

  • Tuesday 07.03. 18:30 - 21:30 Hörsaal A UniCampus Zugang Hof 2 2F-EG-32
  • Tuesday 14.03. 16:45 - 18:15 Digital
  • Tuesday 21.03. 18:30 - 21:30 Hörsaal A UniCampus Zugang Hof 2 2F-EG-32
  • Tuesday 28.03. 16:45 - 18:15 Digital
  • Tuesday 25.04. 18:30 - 21:30 Hörsaal A UniCampus Zugang Hof 2 2F-EG-32
  • Friday 28.04. 18:30 - 21:30 Hörsaal A UniCampus Zugang Hof 2 2F-EG-32
  • Tuesday 02.05. 16:45 - 18:15 Digital
  • Tuesday 09.05. 18:30 - 21:30 Hörsaal A UniCampus Zugang Hof 2 2F-EG-32
  • Friday 12.05. 18:30 - 21:30 Hörsaal A UniCampus Zugang Hof 2 2F-EG-32
  • Tuesday 16.05. 16:45 - 18:15 Digital
  • Tuesday 23.05. 18:30 - 21:30 Hörsaal A UniCampus Zugang Hof 2 2F-EG-32

Information

Aims, contents and method of the course

This course aims to equip students with core knowledge and understanding of negotiation strategies. We first consider issues, interests and approaches, beginning with two-party negotiations. We then progress to consider multi-party, multi-issue negotiations and subsequently apply core frameworks to diplomatic negotiations in East Asian contexts.

Upon successful completion of the course, students will be able to:
• Describe the central negotiation approaches, frameworks and tactics;
• Analyze negotiation processes and strategies, particularly in East Asian contexts;
• Apply successful negotiation strategies to probable international diplomatic and/or managerial scenarios;
• Pinpoint the bias(es) that are factors in the outcomes secured by negotiators, and critically reflect upon the role of these biases in their own negotiation practice.

This course blends experiential learning and theory. During in-person sessions, students can take part in simulations to enhance their understanding of negotiation processes.

While highly recommended, attendance and the completion of activities designed to support learning are not mandatory.

Assessment and permitted materials

The student's grade is based solely on their performance in the final exam.
Students are required to complete one course examination and can select from four dates.

The exam is open book, which means that you can use all aids (scripts, notes, internet, etc.).

The course includes a mid-semester and final revision class, providing opportunities to best prepare for the examination.

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 (90 minutes).

Reading list

Available on Moodle.

Association in the course directory

WM4, 1000, KMA M2, EC A153
altes Curriculum MA JAP: M9
neues Curriculum MA JAP: M6

Last modified: Mo 09.10.2023 17:07