ETN-Code: DSIS20212

Titel der Veranstaltung: Soft-Skill Seminar - Basics in International Negotiations: Skills, Personality, Gender and Cultural Aspects

Untertitel:

Art der Lehrveranstaltung: Seminar

Kreditpunkte: 6

Semester: SoSe 2022/23

Turnus: gemäß Curricula

Semesterwochenstunden: 2

Kursverantwortliche/r: Papaschinopoulou Maria [1202000002]

Dozent/in: Papaschinopoulou Maria [1202000002]

Organisationseinheit: Doktorschule

Ziele und Inhalt des Kurses: -Learn the basic skills by which parties overcome competing interests to resove a particular issue -Understand the impact of personality, gender and culture in negotiations -Explore your own personal negotiating style with modern profiler tool -Put into practice your dealmaking skills in a simulation

Thema der einzelnen Lehreinheiten:

Negotiations conducted by governments, companies and individuals in the context of international business are increasingly important in today´s global setting. Whereas classical negotiation theory builds upon powerful negotiation skills, tools and strategies, recent literature and research suggests that the personality of dealmaker (traits, gender, culture) also matters. This seminar combines basic classical negotiation theory with cutting-edge negotiation psychology tools to enable participants make the best of their own negotiating style.   

Contents:

1) Introduction: Scope, objectives, personal profiling exercise     

2) Basic negotiation skills

-Preparing a Negotiation

• Understanding the zone of possible agreement
• Practical tools and strategies
• Personality in negotiations (Personality traits, gender, culture)

3) Simulation (real case study)

4) Wrap-Up: Evaluation and recommendations for further personal development

 

1.	Harvard Management Essentials (2003): Negotiation, Bosto2
2.	Fisher et al (2011): Getting to Yes. Negotiating agreements without giving in, 3rd ed.. NY
3.	Hernandez-Arenez, Iribani (2019): Review of Gender Differences in Negotiations, Oxford Research Encyclopedia, https//doi-org/10.1093/acrefore/9780190625979-013.464
4.	J. Mulholland (1991): “ the Language of Negotiation – A Handbook of Practical Strategies for Improving Communication”, Tylor & Francis Ltd
5.	Benoliel,Mukherjee,Yong (2020): Negotiate, Persuade and create great deals
6.	Gelfand, Brett (eds) (2004): The Handbook of Negotiation and Culture”, Stanford University Press, California

Empfohlene Literatur (für die Gesamtveranstaltung):

Sprache der Lehrveranstaltung: Englisch (eng)

Notenskala: Unterschrift

Form und Umfang der Leistungskontrolle:

active participation

Prüfungsanmeldung: über das elektronische Studienverwaltungssystem

Anmerkungen: