Master
2021/2022
Negotiations and Communications
Type:
Compulsory course (Global Business)
Area of studies:
Management
Delivered by:
Faculty of Management (Nizhny Novgorod)
When:
2 year, 1 module
Mode of studies:
distance learning
Open to:
students of one campus
Instructors:
Elena V. Zinchak
Master’s programme:
Global Business
Language:
English
ECTS credits:
3
Contact hours:
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
- 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
- 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
- Main communication skills. Public speaking and effective presentations
- Multi-party negotiations, coalitions and teams
- Essentials of negotiations
- Distributive negotiations
- Integrative negotiations
- Cross-cultural negotiations
Interim Assessment
- 2021/2022 1st module0.6 * Class participation + 0.2 * Home assignment + 0.2 * Essay
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