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Course Syllabus

Master 2024/2025

Art of Negotiations

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

Course Syllabus

Full 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

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

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

Course Contents

  • Essentials of negotiations
  • Distributive negotiations
  • Integrative negotiations
Assessment Elements

Assessment Elements

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

Interim Assessment

  • 2024/2025 1st module
    0.3 * Course participation + 0.5 * Home assignment + 0.2 * Test
Bibliography

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