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150020 VO Intercultural negotiation patterns (2021W)
(WiSe)
Labels
REMOTE
Bitte registrieren Sie sich zu dieser Vorlesung über 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.
Registration/Deregistration
Note: The time of your registration within the registration period has no effect on the allocation of places (no first come, first served).
Details
max. 100 participants
Language: English
Examination dates
- Friday 28.01.2022 18:30 - 20:00 Digital
- Wednesday 09.03.2022 16:30 - 18:00 Digital
- Wednesday 06.04.2022 13:00 - 14:30 Digital
- Thursday 05.05.2022 13:30 - 15:00 Digital
Lecturers
Classes
This class will be delivered fully online during the 2021 winter semester.
Synchronous (i.e. "live") classes will take place online on the following dates:- 1 October, 18.30-20.00
- 26 November, 18.30-20.00
- 14 January, 18.30-20.00
- 21 January, 18.30-21.00Asynchronous teaching will take place during the remaining weeks of the semester. It is made up of e-lectures (i.e. recorded video lectures) and accompanying exercises on Moodle which students can work through at a time of their choosing in the designated week.The first exam is scheduled to take place on 28.01.2022, 18:30 -20:00
Information
Aims, contents and method of the course
Assessment and permitted materials
This is a lecture (Vorlesungen, VO) course; regular attendance and the completion of activities designed to support learning are therefore not mandatory.
The student's grade is based solely on performance in the final exam.The exam is open book, which means that you can use all aids (scripts, notes, internet, ...). If you make direct use of text passages from sources, these must be marked as direct quotations (source reference).Students are required to complete one course examination and can select from four dates.
The student's grade is based solely on performance in the final exam.The exam is open book, which means that you can use all aids (scripts, notes, internet, ...). If you make direct use of text passages from sources, these must be marked as direct quotations (source reference).Students are required to complete one course examination and can select from four dates.
Minimum requirements and assessment criteria
Students must successfully pass one course examination.
Examination topics
The examination is essay-based. Students will be presented with two questions and should respond to one in the allocated time. Candidates must submit their completed essay within the 90 minute time frame.
Reading list
DeMarr, B. J., & Janasz, S. C. (2013). Negotiation and Dispute Resolution. Upper Saddle River, NJ: Prentice Hall.Fells, Ray E. (2016). Effective Negotiation: from Research to Results. Port Melbourne: Cambridge University Press. Kang, David. (2013). 'North Korea’s Relations with the United States and the Rest of the World.' In North Korea in Transition, edited by Kyung-Ae Park And Scott Snyder, 261-272. Plymouth: Rowman and Littlefield Publishers, Inc.McKibben, Heather Elko (2015). State Strategies in International Bargaining: Play by the Rules or Change Them? Cambridge: Cambridge University Press. Quinney, Nigel (2002). U.S. Negotiating Behavior. Washington, D.C.: U.S. Institute of Peace.Sebenius, J.K. (2002). Caveats for Cross-Border Negotiators. Negotiation Journal 18(2), 121-133.Snyder, Scott (2000). Negotiating on the Edge: Patterns in North Korea's Diplomatic Style. World Affairs 163(1), 3-17.Thompson, L. (2015). The Mind and Heart of the Negotiator. Boston: Pearson.
Association in the course directory
WM4, 1000, KMA M2, EC A153
altes Curriculum MA JAP: M9
neues Curriculum MA JAP: M6
altes Curriculum MA JAP: M9
neues Curriculum MA JAP: M6
Last modified: Fr 12.05.2023 00:17
i. Describe the central frameworks of negotiation and critically analyze and evaluate the negotiation process;
ii. Consider and apply successful negotiation strategies to probable international diplomatic and/or managerial scenarios;
iii. Summarize the ethical ramifications of the main negotiation approaches;
iv. Pinpoint the bias(es) that are factors in the outcomes secured by both decision-makers and negotiators, and critically reflect upon the role of these biases in one’s own negotiation practice;
v. Analyze negotiation strategies in the context of East Asia and develop and apply appropriate behaviors.Synchronous teaching is comprised of live meetings online (see dates above). Asynchronous teaching is made up of e-lectures (i.e. recorded video lectures) and accompanying exercises on Moodle which students can work through at a time of their choosing in the designated week. The e-lectures include simulated negotiation exercises which students are expected to complete with others. In addition, an extended practical negotiation exercise is held live online. Reading is set for every session (regardless of whether it is synchronous or asynchronous).