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Магистратура 2018/2019

Ведение переговоров

Статус: Курс по выбору (Интегрированные коммуникации)
Направление: 42.04.01. Реклама и связи с общественностью
Когда читается: 1-й курс, 3 модуль
Формат изучения: Full time
Прогр. обучения: Интегрированные коммуникации
Язык: английский
Кредиты: 3

Course Syllabus

Abstract

The negotiation is described as a complex three-stage process which consists of preparation, negotiating, and post-negotiation implementation and evaluation. The course combines both theoretical knowledge of leading negotiation scholars and practical experience through learning by doing. The students will be engaged in business games, trainings, group discussions and creative tasks.
Learning Objectives

Learning Objectives

  • The course is aimed at developing analytical and communication skills that are necessary for successful business negotiations.
Expected Learning Outcomes

Expected Learning Outcomes

  • Define the stages and elements of the negotiation process
  • • Identify the zone of possible agreement (ZOPA) in negotiations • Explain the functions of the best alternative to a negotiated agreement (BATNA); recognize and use BATNA in negotiations • Distinguish positions from interests in negotiations; discover interests of the other side in negotiations; create interest maps
  • Identify optimal win-win solutions in negotiations and make profitable deals
  • Perform persuasive speech techniques • Use the methods and algorithms of revealing and countering manipulation • Formulate and apply psychological principles of successful negotiations
  • Know possible ways of post-negotiation compliance
Course Contents

Course Contents

  • Introduction. What is negotiation?
    Definition • Negotiation vs other social interactions • Aspects of negotiation research and practice • Aspects of negotiation
  • Preparing the negotiations
    Goal-setting: identifying your goals, options and criteria of success • Identifying your BATNA (best alternative to a negotiated agreement) and ZOPA (zone of possible agreement) • Assessing the other side, red-teaming • Learning about catalysts and barriers of successful collaboration • Designing a negotiation plan • Creating a negotiation team
  • Negotiation strategies
    Positional bargaining • Principled negotiations by Roger Fisher and William Ury • Mixed negotiating by Willem Mastenbroek • 3-D Negotiation by David Lax and James Sebenius
  • Countering manipulation and psychological press
    The methods and algorithms of revealing and countering manipulation • Transactional analysis in negotiations
  • Post-negotiation stage
    Implementation and compliance • Post-negotiation assessment and evaluation
Assessment Elements

Assessment Elements

  • non-blocking Out-of-class work
  • non-blocking In-class participation and activities
  • non-blocking Colloquium
  • non-blocking Exam: written in-class answer to an examination question
Interim Assessment

Interim Assessment

  • Interim assessment (3 module)
    0.16 * Colloquium + 0.6 * Exam: written in-class answer to an examination question + 0.16 * In-class participation and activities + 0.08 * Out-of-class work
Bibliography

Bibliography

Recommended Core Bibliography

  • Lyons, C. (2009). I Win, You Win: The Essential Guide to Principled Negotiation. A&C Black Business Information and Development.

Recommended Additional Bibliography

  • Lax, D. A., & Sebenius, J. K. (2006). 3-d Negotiation : Powerful Tools to Change the Game in Your Most Important Deals. Boston, Mass: Harvard Business Review Press. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=674899
  • Negotiating as Emotion Management. (2002). Holland Business Publications. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsnar&AN=edsnar.oai.research.vu.nl.publications.7b49dbc2.c285.4efc.ae2e.f4820b12f90f
  • Tracy, B. (2013). Negotiation (The Brian Tracy Success Library). New York: AMACOM. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=587110