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Высшая школа экономики
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Course Syllabus

Бакалавриат 2023/2024

Деловые коммуникации

Статус: Курс обязательный
Направление: 38.03.05. Бизнес-информатика
Кто читает: Департамент организационного поведения и управления человеческими ресурсами
Где читается: Высшая школа бизнеса
Когда читается: 2-й курс, 1 модуль
Формат изучения: без онлайн-курса
Охват аудитории: для своего кампуса
Преподаватели: Абрамова Ольга Александровна
Язык: английский
Кредиты: 3
Контактные часы: 36

Course Syllabus

Full Syllabus

Abstract

“Business communications” is a course about building the effective communications in the context of modern organization with a psychological focus. The course is arranged around communication in two domains: the Self and the People with respect to the Context. The course provides the knowledge of the main concepts, models and theories of the business communication with practical skills’ training in the real project. The course is designed to prepare students as the future influencers with knowledge of essential psychological basis of people behavior and social influence in the modern organizational cross-cultural context.
Learning Objectives

Learning Objectives

  • Giving students theoretical knowledge and practical skills in modern business communications based on scientific background
  • Understanding of people behavior during the global digital transformation of business
  • Creation of personal strategy and techniques to inspire people and become a social influencer
  • Learn the modern business communications based on the self- identity and the opponent identity, the decision-making process, the principles of social influence and leadership, the diffusion of information, roles in communication models, the development of emotional intelligence in communications and the formation of cross-cultural competence
  • Practical application of concepts, models, theories and research results that are central to the study of communication in management, social and cross-cultural psychology
  • Improvement of the scientific and abstract thinking of students by analyzing, evaluating, discussing and applying cases and theories
  • Development of analytical and practical skills that allow students to work effectively with communications at all levels (from interpersonal and group level to business cross-functional and cross-cultural)
  • Development of the persuasive skills, leadership skills and a deeper emotional intelligence in recognizing the opponents’ needs and start the psychological instruments’ usage in communication practice
  • Getting an experience in creating social roles, planning team results, and influencing groupthink processes in the project teamwork
Expected Learning Outcomes

Expected Learning Outcomes

  • understand and apply the concepts, models, theories of the decision -making process for an effective persuasion in business communication
  • use the psychological instruments in negotiation and persuasion processes
  • raise communication competence through the self-, social identities and the emotional intelligence at business
  • master self-presentation skills based on understanding and highlighting the individual strong features
  • use the psychological instruments in negotiation and persuasion processes based on knowledge of emotional intelligence domains
  • understand and apply the concepts, models, theories and research results that are key to studying modern value-based business communications
  • develop critical thinking skills for evaluating the use of AI in communication
  • use the AI-powered tools in business communication
  • apply the scientifically based models of communication in the practical cases’ solving to achieve effective communication outcome in business practice
  • create and implement complex business communications models at business projects
  • execute the team projects with respect to individual and social needs in business communication
  • apply ethically the social influence principles and tactics in negotiation and persuasion processes
  • lead and influence in negotiation based on proactive behavior and value-based communication
  • develop cross-cultural communication competence in business communications
  • apply cross-cultural psychological theories and research in modern business communications and manage intercultural negotiation
Course Contents

Course Contents

  • Decision making in business communication
  • Social identity in communication
  • Emotional intelligence for communication
  • AI-powered communication
  • Communication competence
  • Social influence in communication
  • Cultural competence in communication
Assessment Elements

Assessment Elements

  • non-blocking Class activity
    Activity in the class discussions and at the seminars' tasks and homeworks on current topics, and preparedness for the class with reading materials and the tasks
  • non-blocking Group project
    Development and presentation of a group project for the task given by the lecturer. The class will be divided in small groups. The lecturer will tell the students in advance about the requirements for presenting the group project and for its structure. The presentation will take place in the end of the module. Presentation of projects will be evaluated as a contest of works.
  • non-blocking Final test
    The final exam is held in the form of a test. Students are given 11 questions: 8 of closed type and 2 – of open type and 1 cases study. Each question of closed offers three-five answer’s choices. There will be suggested several variants of the test.
Interim Assessment

Interim Assessment

  • 2023/2024 1st module
    0.45 * Class activity + 0.25 * Final test + 0.3 * Group project
Bibliography

Bibliography

Recommended Core Bibliography

  • Author(s) Daniel Kahneman, Amos Tversky, & Kahneman. (1979). Prospect Theory: an Analysis of Decision under Risk. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsbas&AN=edsbas.FDDF9A06
  • Cialdini, R. B. (2009). Influence : The Psychology of Persuasion. New York: HarperCollins. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=279852
  • Cialdini, R. B. (2016). Pre-Suasion : A Revolutionary Way to Influence and Persuade (Vol. First Simon & Schuster hardcover edition). New York: Simon & Schuster. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=nlebk&AN=1966411
  • Daniel Goleman. (2006). Emotional Intelligence : Why It Can Matter More Than IQ: Vol. 10th anniversary ed. Bantam.
  • Gelfand, M. J., Major, V. S., Raver, J. L., Nishii, L. H., & O’Brien, K. (2006). Negotiating Relationally: The Dynamics of the Relational Self in Negotiations. Academy of Management Review, 31(2), 427–451. https://doi.org/10.5465/AMR.2006.20208689
  • Goleman, D. (2019). The Emotionally Intelligent Leader. Boston, Massachusetts: Harvard Business Review Press. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=2000691
  • Hannawa, A. F., & Spitzberg, B. H. (2015). Communication Competence. Berlin: De Gruyter Mouton. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=1076677
  • Hofstede, G. H., Hofstede, G. J., & Minkov, M. (2010). Cultures and Organizations : Software of the Mind: Intercultural Cooperation and Its Importance for Survival (Vol. 3rd ed). New York: McGraw-Hill. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=351480
  • Kumar, V., Rajan, B., Venkatesan, R., & Lecinski, J. (2019). Understanding the Role of Artificial Intelligence in Personalized Engagement Marketing. California Management Review, 61(4), 135–155. https://doi.org/10.1177/0008125619859317
  • Schwartz, B. (2007). The Paradox of Choice : Why More Is Less. HarperCollins.
  • Sustainable AI : An inventory of the state of knowledge of ethical, social, and legal challenges related to artificial intelligence. (2019). Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsbas&AN=edsbas.625229
  • Thaler, R. H., & Sunstein, C. R. (2009). Nudge : Improving Decisions About Health, Wealth, and Happiness (Vol. Rev. and expanded ed). New York: Penguin Books. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=1116782
  • Ting-Toomey, S., & Dorjee, T. (2017). 7. Multifaceted identity approaches and cross-cultural communication styles: Selective overview and future directions. De Gruyter. https://doi.org/10.1515/9781501500060-007

Recommended Additional Bibliography

  • Amos Tversky, & Daniel Kahneman. (1992). Advances in Prospect Theory: Cumulative Representation of Uncertainty. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsbas&AN=edsbas.5929DF64
  • Brian H. Spitzberg. (2013). (Re)Introducing communication competence to the health professions. Journal of Public Health Research, 2(3), e23. https://doi.org/10.4081/jphr.2013.e23
  • Daniel Kahneman, Jack L. Knetsch, & Richard H. Thaler. (1991). Anomalies: The Endowment Effect, Loss Aversion, and Status Quo Bias. Journal of Economic Perspectives, 1, 193. https://doi.org/10.1257/jep.5.1.193
  • Haenlein, M., & Kaplan, A. (2019). A Brief History of Artificial Intelligence: On the Past, Present, and Future of Artificial Intelligence. California Management Review, 61(4), 5–14. https://doi.org/10.1177/0008125619864925
  • Hagger, M. S., & Chatzisarantis, N. L. D. (2006). Self-identity and the theory of planned behaviour: between- and within-participants analyses. The British Journal Of Social Psychology, 45(Pt 4), 731–757. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=mdc&AN=17393878
  • Hofstede, G., & Minkov, M. (2010). Long- versus short-term orientation: new perspectives. Asia Pacific Business Review, 16(4), 493–504. https://doi.org/10.1080/13602381003637609
  • Hofstede, G.J. Exploring Culture: Exercises, Stories and Synthetic Cultures / Gert Jan Hofstede, Paul B. Pedersen, Geert H. Hofstede. – Yarmouth: Intercultural Press Inc, 2002. – 234 p. – ISBN 9781877864902. - Текст: электронный // DB Books 24x7 [сайт]. – URL: https://library.books24x7.com/toc.aspx?bookid=6723
  • Mayer, J. D., Salovey, P., & Caruso, D. R. (2004). Emotional Intelligence: Theory, Findings, and Implications. Psychological Inquiry, 15(3), 197–215. https://doi.org/10.1207/s15327965pli1503_02
  • Pratkanis, A. R. (2007). The Science of Social Influence : Advances and Future Progress. New York: Psychology Press. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=358198
  • Richard M. Ryan, & Edward L. Deci. (2000). Self-determination theory and the facilitation of intrinsic motivation, social development, and well-being. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsbas&AN=edsbas.7E5231F3
  • Tambe, P., Cappelli, P., & Yakubovich, V. (2019). Artificial Intelligence in Human Resources Management: Challenges and a Path Forward. California Management Review, 61(4), 15–42. https://doi.org/10.1177/0008125619867910