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150224 VO Intercultural Negotiation Patterns (SoSe) (2024S)
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GEMISCHT
Please register for this course on U:FIND.
This course is designed for students who expect to perform managerial or diplomatic functions in their future careers. Its key objective is to equip students with the knowledge and basic skills required to conduct, manage and analyze negotiation processes. A special focus lies on culturally diverse approaches to negotiations.
This course is designed for students who expect to perform managerial or diplomatic functions in their future careers. Its key objective is to equip students with the knowledge and basic skills required to conduct, manage and analyze negotiation processes. A special focus lies on culturally diverse approaches to negotiations.
An/Abmeldung
Hinweis: Ihr Anmeldezeitpunkt innerhalb der Frist hat keine Auswirkungen auf die Platzvergabe (kein "first come, first served").
Details
Sprache: Englisch
Prüfungstermine
- Freitag 28.06.2024 09:45 - 11:15 BIG-Hörsaal Hauptgebäude, Tiefparterre Stiege 1 Hof 1
- Freitag 15.11.2024 15:00 - 16:30 Hörsaal D Unicampus Hof 10 Hirnforschungzentrum Spitalgasse 4
Lehrende
Termine (iCal) - nächster Termin ist mit N markiert
Our class sessions take place face-to-face and are designed to take maximum advantage of in-person learning; they typically include negotiation simulations, case study analysis and discussions. I recognize, however, that life happens: we fall ill, encounter travel/visa difficulties, need to care for others, etc. I will therefore stream all face-to-face sessions for students who cannot join in person. Please note, however, that learning sessions are not designed as hybrid, so please do join in-person whenever possible.
- Freitag 08.03. 09:45 - 11:15 BIG-Hörsaal Hauptgebäude, Tiefparterre Stiege 1 Hof 1
- Freitag 15.03. 09:45 - 11:15 BIG-Hörsaal Hauptgebäude, Tiefparterre Stiege 1 Hof 1
- Freitag 22.03. 09:45 - 11:15 BIG-Hörsaal Hauptgebäude, Tiefparterre Stiege 1 Hof 1
- Freitag 12.04. 09:45 - 11:15 BIG-Hörsaal Hauptgebäude, Tiefparterre Stiege 1 Hof 1
- Freitag 19.04. 09:45 - 11:15 BIG-Hörsaal Hauptgebäude, Tiefparterre Stiege 1 Hof 1
- Freitag 26.04. 09:45 - 11:15 BIG-Hörsaal Hauptgebäude, Tiefparterre Stiege 1 Hof 1
- Freitag 03.05. 09:45 - 11:15 BIG-Hörsaal Hauptgebäude, Tiefparterre Stiege 1 Hof 1
- Freitag 10.05. 09:45 - 11:15 BIG-Hörsaal Hauptgebäude, Tiefparterre Stiege 1 Hof 1
- Freitag 17.05. 09:45 - 11:15 BIG-Hörsaal Hauptgebäude, Tiefparterre Stiege 1 Hof 1
- Freitag 24.05. 09:45 - 11:15 BIG-Hörsaal Hauptgebäude, Tiefparterre Stiege 1 Hof 1
- Freitag 31.05. 09:45 - 11:15 BIG-Hörsaal Hauptgebäude, Tiefparterre Stiege 1 Hof 1
- Freitag 07.06. 09:45 - 11:15 BIG-Hörsaal Hauptgebäude, Tiefparterre Stiege 1 Hof 1
- Freitag 14.06. 09:45 - 11:15 BIG-Hörsaal Hauptgebäude, Tiefparterre Stiege 1 Hof 1
- Freitag 21.06. 09:45 - 11:15 BIG-Hörsaal Hauptgebäude, Tiefparterre Stiege 1 Hof 1
Information
Ziele, Inhalte und Methode der Lehrveranstaltung
Art der Leistungskontrolle und erlaubte Hilfsmittel
Exam consists of three parts:Part I: 10 Multiple Choice Questions - can be done online in the time period of the last session (15 points)
Part II: 1 example of a negotiating case study (around 1 page to read) and where you should apply what you learned. It will be asked e.g. after positions, interests, BATNA, WATNA and possible solution paths, used frameworks - can be done online in the time period of the last session (15 points)
Part III: 1 example of a film scene you analyze via a short video yourself: HERE are great examples of how it can be done - can be done from now on UNTIL the day of the exam (20 points)
https://www.youtube.com/@negotiationmediationCandidates must submit their completed part I and II within the 90-minute time frame.
Part III can be handed in anytime UNTIL the exam.
Part II: 1 example of a negotiating case study (around 1 page to read) and where you should apply what you learned. It will be asked e.g. after positions, interests, BATNA, WATNA and possible solution paths, used frameworks - can be done online in the time period of the last session (15 points)
Part III: 1 example of a film scene you analyze via a short video yourself: HERE are great examples of how it can be done - can be done from now on UNTIL the day of the exam (20 points)
https://www.youtube.com/@negotiationmediationCandidates must submit their completed part I and II within the 90-minute time frame.
Part III can be handed in anytime UNTIL the exam.
Mindestanforderungen und Beurteilungsmaßstab
You can reach 50 points in total with the three exam parts. You need a minimum of 25 points to get a positive grade.0 - 24 points = 5
25 - 31 points = 4
32 - 38 points = 3
39 - 44 points = 2
45 -50 points = 1Exam consists of three parts:Part I: 10 Multiple Choice Questions - can be done online in the time period of the last session (15 points)
Part II: 1 example of a negotiating case study (around 1 page to read) and where you should apply what you learned. It will be asked e.g. after positions, interests, BATNA, WATNA and possible solution paths, used frameworks - can be done online in the time period of the last session (15 points)
Part III: 1 example of a film scene you analyze via a short video yourself: HERE are great examples of how it can be done - can be done from now on UNTIL the day of the exam (20 points)
https://www.youtube.com/@negotiationmediationCandidates must submit their completed part I and II within the 90-minute time frame.
Part III can be handed in anytime UNTIL the exam.
25 - 31 points = 4
32 - 38 points = 3
39 - 44 points = 2
45 -50 points = 1Exam consists of three parts:Part I: 10 Multiple Choice Questions - can be done online in the time period of the last session (15 points)
Part II: 1 example of a negotiating case study (around 1 page to read) and where you should apply what you learned. It will be asked e.g. after positions, interests, BATNA, WATNA and possible solution paths, used frameworks - can be done online in the time period of the last session (15 points)
Part III: 1 example of a film scene you analyze via a short video yourself: HERE are great examples of how it can be done - can be done from now on UNTIL the day of the exam (20 points)
https://www.youtube.com/@negotiationmediationCandidates must submit their completed part I and II within the 90-minute time frame.
Part III can be handed in anytime UNTIL the exam.
Prüfungsstoff
Exam consists of three parts:Part I: 10 Multiple Choice Questions - can be done online in the time period of the last session (15 points)
Part II: 1 example of a negotiating case study (around 1 page to read) and where you should apply what you learned. It will be asked e.g. after positions, interests, BATNA, WATNA and possible solution paths, used frameworks - can be done online in the time period of the last session (15 points)
Part III: 1 example of a film scene you analyze via a short video yourself: HERE are great examples of how it can be done - can be done from now on UNTIL the day of the exam (20 points)
https://www.youtube.com/@negotiationmediationCandidates must submit their completed part I and II within the 90-minute time frame.
Part III can be handed in anytime UNTIL the exam.Additional literature as asked for:
Negotiating Change - Overcoming Entrenched Harmful Behaviours and Beliefs -https://www.taylorfrancis.com/books/mono/10.4324/9781351108799/negotiating-change-mike-lotzof
The Negotiation Handbook-Andrea Cordell
https://www.taylorfrancis.com/books/mono/10.4324/9781351239547/negotiation-handbook-andrea-cordell?context=ubx&refId=83364240-4ebe-440e-9797-6f1c8462279b
Part II: 1 example of a negotiating case study (around 1 page to read) and where you should apply what you learned. It will be asked e.g. after positions, interests, BATNA, WATNA and possible solution paths, used frameworks - can be done online in the time period of the last session (15 points)
Part III: 1 example of a film scene you analyze via a short video yourself: HERE are great examples of how it can be done - can be done from now on UNTIL the day of the exam (20 points)
https://www.youtube.com/@negotiationmediationCandidates must submit their completed part I and II within the 90-minute time frame.
Part III can be handed in anytime UNTIL the exam.Additional literature as asked for:
Negotiating Change - Overcoming Entrenched Harmful Behaviours and Beliefs -https://www.taylorfrancis.com/books/mono/10.4324/9781351108799/negotiating-change-mike-lotzof
The Negotiation Handbook-Andrea Cordell
https://www.taylorfrancis.com/books/mono/10.4324/9781351239547/negotiation-handbook-andrea-cordell?context=ubx&refId=83364240-4ebe-440e-9797-6f1c8462279b
Literatur
Additional literature as asked for:
Negotiating Change - Overcoming Entrenched Harmful Behaviours and Beliefs -https://www.taylorfrancis.com/books/mono/10.4324/9781351108799/negotiating-change-mike-lotzof
The Negotiation Handbook-Andrea Cordell
https://www.taylorfrancis.com/books/mono/10.4324/9781351239547/negotiation-handbook-andrea-cordell?context=ubx&refId=83364240-4ebe-440e-9797-6f1c8462279b
Negotiating Change - Overcoming Entrenched Harmful Behaviours and Beliefs -https://www.taylorfrancis.com/books/mono/10.4324/9781351108799/negotiating-change-mike-lotzof
The Negotiation Handbook-Andrea Cordell
https://www.taylorfrancis.com/books/mono/10.4324/9781351239547/negotiation-handbook-andrea-cordell?context=ubx&refId=83364240-4ebe-440e-9797-6f1c8462279b
Zuordnung im Vorlesungsverzeichnis
WM4, 1000, MA JAP M6, MA KOR M2, EC UA153
Letzte Änderung: Di 24.09.2024 20:26
• Describe the central negotiation approaches, frameworks and tactics;
• Analyze negotiation processes and strategies, particularly in East Asian contexts;
• Apply successful negotiation strategies to probable international diplomatic and/or managerial scenarios;
• Pinpoint the bias(es) that are factors in the outcomes secured by negotiators, and critically reflect upon the role of these biases in their own negotiation practice.This course blends experiential learning and theory. During in-person sessions, students can take part in simulations to enhance their understanding of negotiation processes.While highly recommended, attendance and the completion of activities designed to support learning are not mandatory.