2023/2024
Переговоры и коммуникации
Статус:
Маго-лего
Когда читается:
1 модуль
Охват аудитории:
для всех кампусов НИУ ВШЭ
Преподаватели:
Зинчак Елена Владимировна
Язык:
английский
Кредиты:
3
Контактные часы:
28
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
- 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
- identify the main negotiation principles, recognize negotiation types, stages, elements of negotiation setup, strategies, and tactics
Assessment Elements
- Attendance and participation
- Teston negotiation essentials, elements of distributive and integrative strategies
- Home assignmentAnalysis of a public speech or a negotiation situation
- Reputation indexThis 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
- 2023/2024 1st module0.25 * Attendance and participation + 0.25 * Home assignment + 0.25 * Reputation index + 0.25 * Test
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