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Магистратура 2023/2024

Деловые коммуникации

Статус: Курс обязательный (Управление развитием компании)
Направление: 38.04.02. Менеджмент
Когда читается: 2-й курс, 1, 2 модуль
Формат изучения: без онлайн-курса
Охват аудитории: для всех кампусов НИУ ВШЭ
Прогр. обучения: Управление развитием компании
Язык: английский
Кредиты: 6
Контактные часы: 28

Course Syllabus

Abstract

Communication is an increasingly important soft skill in business. The “Future of Jobs Report 2020” identifies negotiation and persuasion as TOP-15 skill for workplace. Yet, when put to test only 4% of managers reach win-win, 20% of the deals are plain lose-lose, whereas 50% of negotiators in perfect agreement do not realize it. In order to get better results whether in presenting one’s ideas, persuading the others to follow or diagnosing situations and matching them to appropriate techniques one needs to have both formal training and experience. The course is designed to combine the two: students learn by experience, give and receive feedback, and master new strategies and tools to try. By the end of the course you will know how to handle distributive vs integrative negotiations, how to organise and host efficient meetings, how to communicate clearly in business writing. The course is designed for students with the knowledge of foundations of management.
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
  • Explain negotiation situations, compare and contrast them.
Course Contents

Course Contents

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

Assessment Elements

  • non-blocking Attendance and 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
    on negotiation essentials, elements of distributive and integrative strategies
  • non-blocking Home assignment
    Here you have a choice of assignments: Option 1: Negotiation analysis Option 2: Reflective Essay
  • non-blocking Reputation index
    This is the grade that will be given to you by your peers and will be based on the negotiator’s reputation you have gained throughout the course.
Interim Assessment

Interim Assessment

  • 2023/2024 2nd module
    0.15 * Attendance and participation + 0.15 * Attendance and participation + 0.25 * Home assignment + 0.2 * Reputation index + 0.25 * 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