2024/2025

Искусство переговоров

Статус: Маго-лего

Кто читает: Кафедра общего и стратегического менеджмента (Нижний Новгород)

Когда читается: 1 модуль

Охват аудитории: для всех кампусов НИУ ВШЭ

Преподаватели: Зинчак Елена Владимировна

Язык: английский

Кредиты: 3

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.

Course Contents

• Essentials of negotiations
• Distributive negotiations
• Integrative negotiations

Assessment Elements

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

Interim Assessment

• 2024/2025 1st module
  0.3 * 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

Authors

• ZINCHAK ELENA VLADIMIROVNA