Managing Negotiations: Getting to Yes

2018-2019
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 -
application).
• 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?

Onderwijsvorm

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

Toetsvorm

Individual assessment - exam
Individual assessment - reflection report

Literatuur

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

Articles:
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. S.G.M. van de Bunt
Examinator dr. S.G.M. van de Bunt
Docenten

Praktische informatie

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Werkvormen Werkcollege, Instructiecollege, Hoorcollege
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