International Negotiations (2op)

Osaamistavoitteet

Managers face many situations that require the use of effective negotiation skills. Managers need to know how to recognize situations that call for negotiation, to understand the negotiation process, and to know how to analyze, plan and implement successful negotiation strategies.
This course provides managers-to-be with an understanding of:
a. the negotiation process
b. different types of negotiation situations
c. the variety of strategies and tactics (and responses to them) that can be used in negotiations
d. issues associated with negotiations in a multi-cultural, global environment
More importantly, the course provides students with the opportunity to develop and practice negotiation skills. Class time will be largely devoted to negotiation sessions involving a number of different situations that managers are likely to face.

Sisältö

See the learning outcomes.

Esitietovaatimukset

No specific requirements

Arviointikriteerit, tyydyttävä (1)

These elements will have the following weights:
? Negotiation Goals and Strategies Hand-ins and Negotiation Performance 25%
? Personal Journal 25%
? Attendance/Participation 25%
? Quiz 25%
Performance on negotiation exercises will be judged in relation to other students in the class playing the same roles. Instructions on keeping a journal will be distributed. Journals will be evaluated on completeness of exposition and analysis. Attendance is quite binary ? you are either in class or you are not! You cannot participate in the exercises if you are not present. The exercises used in the class will generally involve role-playing, and the participation grade will reflect the extent to which the roles are effectively played. In all of the exercises, individuals will have roles assigned to them and will have confidential information given to them. This information must be treated as confidential in order to preserve the effectiveness of the role-play activity. Reading, viewing, or discovering the confidential briefing information held by your opponent directly or from others in the class will result in a negative participation grade. For each negotiation assigned, you will be required to prepare and hand in a statement of the maximum you would hope to achieve in that negotiation, the minimum level of settlement you would find acceptable, and a brief statement of the strategy and tactics you propose to use to achieve those ends.

Oppimateriaalit

- Fisher, Roger and William Ury with Bruce Patton, Editor. Getting to Yes: Negotiating Agreement Without Giving In. New York, NY: Penguin Books, 1991.

- HBS and other Cases and Exercises.

Toteutustavat

The text will provide a conceptual understanding of the negotiation process. Class sessions will be devoted to case discussions and negotiation exercises and discussions which follow them. The negotiation exercises will provide the opportunity to apply negotiation concepts and to recognize different types of negotiation situations and negotiation tactics in a variety of setting. The exercises will provide the opportunity of selecting and practicing a variety of negotiation tactics and responses to those tactics. Full benefit and maximum learning from the course can only be achieved from class attendance and participation.