Master
2023/2024
Negotiations and Communications
Category 'Best Course for Career Development'
Category 'Best Course for Broadening Horizons and Diversity of Knowledge and Skills'
Category 'Best Course for New Knowledge and Skills'
Type:
Compulsory course (Global Business)
Area of studies:
Management
Delivered by:
Department of General and Strategic Management (Nizhny Novgorod)
When:
2 year, 1 module
Mode of studies:
distance learning
Online hours:
24
Open to:
students of one campus
Instructors:
Elena V. Zinchak
Master’s programme:
Global Business
Language:
English
ECTS credits:
3
Contact hours:
20
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
Interim Assessment
- 2023/2024 1st module0.25 * Class 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