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Обычная версия сайта
2024/2025

Искусство переговоров

Статус: Маго-лего
Когда читается: 1 модуль
Охват аудитории: для всех кампусов НИУ ВШЭ
Язык: английский
Кредиты: 3
Контактные часы: 28

Course Syllabus

Abstract

The course is aimed at those wishing to master the art (and science) of communications and negotiations. The course is built on students conducting actual negotiations/presentations or public talks in every session, and using the negotiation and/or communication experience for group discussion and individual feedback.
Learning Objectives

Learning Objectives

  • The aim of this course is to give a comprehensive outlook of the negotiations and communications coupled with practical application of the knowledge and skills acquired
Expected Learning Outcomes

Expected Learning Outcomes

  • identify the main negotiation principles, recognize negotiation types, stages, elements of negotiation setup, strategies, and tactics
  • Review other’s performance and give constructive feedback.
  • Explain negotiation situations, compare and contrast them.
  • Outline one’s strengths and weaknesses in negotiations.
  • Design development plan to enhance one’s negotiation skills.
Course Contents

Course Contents

  • Essentials of negotiations
  • Distributive negotiations
  • Integrative negotiations
Assessment Elements

Assessment Elements

  • non-blocking Course participation
    Measured by: your being prepared for the course activities, delivering presentations on course topics, taking part in negotiations and debriefs, exit tickets
  • non-blocking Test
    A test on: negotiation essentials and elements of distributive strategy; elements of integrative strategy
  • non-blocking Home assignment
Interim Assessment

Interim Assessment

  • 2024/2025 1st module
    0.3 * Course participation + 0.5 * Home assignment + 0.2 * Test
Bibliography

Bibliography

Recommended Core Bibliography

  • The mind and heart of the negotiator, Thompson, L. L., 2005

Recommended Additional Bibliography

  • Jacks, A. (2018). Negotiations. [S.l.]: Legend Press. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=1719907
  • Kopelman, S., & Rosette, A. S. (2008). Cultural variation in response to strategic emotions in negotiations. Group Decision & Negotiation, 17(1), 65–77. https://doi.org/10.1007/s10726-007-9087-5

Authors

  • ZINCHAK ELENA VLADIMIROVNA