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Магистратура 2021/2022

Переговоры и коммуникации

Направление: 38.04.02. Менеджмент
Когда читается: 2-й курс, 1 модуль
Формат изучения: с онлайн-курсом
Охват аудитории: для своего кампуса
Прогр. обучения: Управление бизнесом в глобальных условиях
Язык: английский
Кредиты: 3
Контактные часы: 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

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
  • distinguishes between the types of culture and their respective features, recommends strategies for dealing with representatives of different cultures
  • Matches the level of speech energy to the communication situation, analyzes the main parameters of the orator, makes use of verbal improvisation techniques, creates effective ppt presentations
Course Contents

Course Contents

  • Main communication skills. Public speaking and effective presentations
  • Multi-party negotiations, coalitions and teams
  • Essentials of negotiations
  • Distributive negotiations
  • Integrative negotiations
  • Cross-cultural negotiations
Assessment Elements

Assessment Elements

  • non-blocking Class participation
  • non-blocking Essay
  • non-blocking Home assignment
  • non-blocking Class participation
  • non-blocking Essay
  • non-blocking Home assignment
Interim Assessment

Interim Assessment

  • 2021/2022 1st module
    0.6 * Class participation + 0.2 * Home assignment + 0.2 * Essay
Bibliography

Bibliography

Recommended Core Bibliography

  • Thompson, L. L. (2015). The Mind and Heart of the Negotiator, Global Edition (Vol. Sixth edition, global edition). Boston: Pearson. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=nlebk&AN=1419288

Recommended Additional Bibliography

  • Brett, J. M. (2014). Negotiating Globally : How to Negotiate Deals, Resolve Disputes, and Make Decisions Across Cultural Boundaries (Vol. Third edition). San Francisco, CA: Jossey-Bass. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=716710
  • Swaab, R. I., Postmes, T., Neijens, P., Kiers, M. H., & Dumay, A. C. M. (2002). Multiparty Negotiation Support: The Role of Visualization’s Influence on the Development of Shared Mental Models. Journal of Management Information Systems, 19(1), 129–150. https://doi.org/10.1080/07421222.2002.11045708