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Магистратура 2022/2023

Переговоры и коммуникации

Направление: 38.04.02. Менеджмент
Когда читается: 2-й курс, 1 модуль
Формат изучения: с онлайн-курсом
Онлайн-часы: 24
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
Course Contents

Course Contents

  • Essentials of negotiations
  • Distributive and Integrative negotiations
Assessment Elements

Assessment Elements

  • non-blocking Class participation
  • non-blocking Exam
Interim Assessment

Interim Assessment

  • 2022/2023 1st module
    0.7 * Class participation + 0.3 * Exam
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