Nummer50405S1ECTS6.0Zielsetzung / PurposeTo equip participants with a range of strategies and practices to improve the quality of their negotiating skills through an examination of the key research in the field and by offering the opportunity to practice, reflect and receive feedback on their performance in a range of activities, cases and simulations.
To enable participants to learn and apply techniques of conflict management and resolution and be able to transfer the skills learnt to their organization.
Inhalt / ContentNegotiation
Conflict Resolution
Communication skills reprise
Distributive and Integrative Negotiations
2-party negotiations
Negotiation Analysis - focus on issues, interests and positions
Negotiation strategy and tactics
Negotiation behaviours
Conflict Resolution 1 - Interpersonal Conflicts / Olten Model
Conflict Resolution 2 - Trust, trust development and trust repair / Intercultural aspects of trust, trust development and trust repair (Culture and Conflict)
Multi-party conflicts
Intercultural Negotiation / Intercultural impacts on negotiation styles
Negotiation Multi-party / multi-issue negotiations
Complex Negotiations
Bibliographie/Literatur / Bibliography / Literature / ReferencesKey text - students should ensure that they have access to this book during the course:
Negotiation, 6/e
Roy J. Lewicki, The Ohio State University
Bruce Barry, Vanderbilt University
David M. Saunders, Queens University
ISBN: 0073381209
Copyright year: 2010
Additional texts
e.g.
Harvard Persuasion materials
Saner - Negotiating
Deutsch & Coleman Eds Conflict Resolution
Lehr- und Lernmethoden / MethodsPlenary lectures
Workshops
Simulations
Leistungsbewertung/Testanforderung(en) / AssessmentNegotiation Analysis (40% of final grade)
Group task - 3-5 participants per group
Based on a case study provided.
Students are given an incomplete two-party case to analyse considering the positions, interests and issues for each side, their negotiating power in the situation, and developing a negotiation analysis.
Pairs of groups then negotiate with each group representing one side. (Ideally and infrastructure permitting, all negotiations should be recorded on video)
After the negotiation, each group files a written analysis to include the original negotiation analysis, a brief description of key moments during the negotiation, the outcome negotiated and an assessment of the group's success in reaching its goals.
Selected pairs of groups then present their findings to class for discussion.
Paper (60% of final grade)
Working on groups of 3-5 participants
Students develop a case study describing a real negotiation or conflict resolution process.
Examining a real negotiation or conflict situation and analysing the positions, interests and issues for each side, their negotiating power in the situation, a negotiation analysis and the subsequent outcomes.
Negotiations cases will consider the degree to which integrative solutions were possible and will reflect on the degree to which the negotiation reflected a Harvard negotiations style approach.
Conflict Resolution cases will reflect an understanding of the Olten Model of Conflict resolution or an alternative defined by the students.
BemerkungenAdditional requirements:
Excellent English language skills - minimum C1
Attendance of at least 80%
All those wishing to participate in the course must attend in week 1 of the semester
Regular readings to accompany course
Participation in online platform
