Managing Negotiations: Getting to Yes

Dit vak wordt in het Engels aangeboden. Omschrijvingen kunnen daardoor mogelijk alleen in het Engels worden weergegeven.

Doel vak

• Students will enhance their analytical ability and be able to identify
the need for negotiation skills in an organizational context (Academic
and research Skills)
• Students will learn (1) how to negotiate in a strategic and rational
way, (2) which psychological aspects come into play during negotiating
and (3) what are the cross-cultural differences in negotiations
(Bridging theory and practice - Knowledge)
• Students will apply the knowledge gained from the lectures in role
play simulations during tutorials (Bridging Theory and Practice -
• Students will work in teams and practice negotiation skills in
tutorials (Social Skills).
• Students will better understand how they can successfully negotiate in
real-life situations (Self Awareness).

Inhoud vak

Negotiation is all around you, whether it concerns international
disputes, labor agreement negotiations, or even a discussion at home
about who does the grocery shopping. To reconcile these kind of dilemmas
successfully, you have to negotiate. Therefore, the overall theme of
this minor program, is to become an effective negotiator, where all
disputants feel confident or even happy with the jointly reached
outcome. Throughout the course, we combine theoretical knowledge from
the lectures with practical exercises (role-play simulations). The three
parts of the course are:
Part 1: how to negotiate in a strategic and rational way?
Part 2: which psychological aspects come into play during negotiating?
Part 3: what are the implications of cross-cultural negotiations?


Lectures (2 lectures each week, 12 in total)
Tutorials (1 tutorial each week, 6 in total) incl. role-play simulations
- attendance obligatory


Individual assessment - exam
Individual assessment - reflection report


Fisher, R., Ury, W. & Patton, B. (2012). Getting to Yes;
negotiating an agreement without giving in. Random House Business
Books. ISBN 9781847940933.

To be determined.

Aanbevolen voorkennis

Academic Skills, BRM1, BRM2, Research Project

Algemene informatie

Vakcode E_BK3_MNGY
Studiepunten 6 EC
Periode P2
Vakniveau 300
Onderwijstaal Engels
Faculteit School of Business and Economics
Vakcoördinator dr. C.E. Rott
Examinator dr. C.E. Rott

Praktische informatie

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Werkvormen Werkcollege, Instructiecollege, Hoorcollege

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