Master 2023/2024

Negotiations and Communications

Type: Compulsory course (Business Development)

Area of studies: Management

Delivered by: Department of General and Strategic Management (Nizhny Novgorod)

Where: Faculty of Management (Nizhny Novgorod)

When: 1 year, 1 module

Mode of studies: offline

Open to: students of all HSE University campuses

Instructors: Elena V. Zinchak

Master’s programme: Business Development

Language: English

ECTS credits: 3

Contact hours: 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.

Course Contents

• Essentials of negotiations
• Distributive negotiations
• Integrative negotiations

Assessment Elements

• Attendance and participation
• Test
  on negotiation essentials, elements of distributive and integrative strategies
• Home assignment
  Analysis of a public speech or a negotiation situation
• Reputation index
  This is the grade that will be given to you by your peers and will be based on the negotiator’s reputation you have gained throughout the course.

Interim Assessment

• 2023/2024 1st module
  0.25 * Attendance and participation + 0.25 * Home assignment + 0.25 * Reputation index + 0.25 * 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