30338 - NEGOTIATION SKILLS
Course taught in English
Go to class group/s: 23
- Increasing the awareness about how negotiation skills can contribute to effective decision and policy making processes.
- Understanding the mandate to identify situations where negotiating makes sense.
- Presenting a framework to support the analysis of negotiation situations.
- Explaining the different strategies to negotiate effectively with diverse stakeholders.
- Analyzing main techniques to execute the negotiation strategy.
- Discussing case studies to support the concrete application of the suggested frameworks and techniques.
- Using exercises to facilitate the development of negotiation skills.
During the course, students prepare an assignment (as a team or individual) to experience and describe the typical dynamics of a negotiation process. Furthermore, an individual written final exam concludes the course. This final exam determines 70% of the final grade, while the assignment accounts for the remaining 30%.
Students can earn bonus points (up to 2 points) through active contribution to the class discussion.
The individual final exam consists of three open questions. There are not partial exams.
For non-attending students.
The individual final written exam determines 100% of the course grade. The exam consists of three open questions.
- R. Fisher, W.L. Ury, Getting to yes, negotiating an agreement without giving in, Random House Business Book, London, 2012 (all chapters);
- A. Faizullaev, Diplomatic Interactions and Negotiations, Negotiation Journal, 2014;
- J.W. Salacuse, Negotiating: the top ten ways that culture can affect your negotiation, Ivey Business Journal Online, 2004.
For non-attending students additionally to the above list of readings:
- B. Teodorescu, Strategies and stratagems of negotiation, International Letters of Social and Humanistic Sciences 26, 2014, pp. 157-163;
- W.T. Chebet, Negotiation skills: keys to business excellence in the 21st century?, European Journal of Research and Reflection in Management Sciences 3(3), 2015, pp. 23-31;
- J.M. Brett, Negotiating globally, Jossey-Bass, San Francisco, 2014, third ed. (chapters 3 and 7).