2024/2025
Искусство переговоров
Статус:
Маго-лего
Когда читается:
1 модуль
Охват аудитории:
для всех кампусов НИУ ВШЭ
Преподаватели:
Зинчак Елена Владимировна
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
- 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
- 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.
Assessment Elements
- Course participationMeasured by: your being prepared for the course activities, delivering presentations on course topics, taking part in negotiations and debriefs, exit tickets
- TestA test on: negotiation essentials and elements of distributive strategy; elements of integrative strategy
- Home assignment
Interim Assessment
- 2024/2025 1st module0.3 * Course participation + 0.5 * Home assignment + 0.2 * Test
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