Master
2022/2023
Negotiations and Communications
Type:
Compulsory course (Global Business)
Area of studies:
Management
Delivered by:
Faculty of 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:
40
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
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