ETN-Code: DSIS20212

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

Untertitel:

Art der Lehrveranstaltung: Vorlesung

Kreditpunkte: 6

Semester: SoSe 2023/24

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 that parties use to overcome competing interests to resolve a particular issue. -Understand the impact of personality, gender and culture on negotiations -Explore your own personal negotiation style using advanced profiling tools -Put your negotiation skills into practice 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 environment. While classical negotiation theory is based on powerful negotiation skills, tools and strategies, recent literature and research suggests that the personality of the dealmaker (traits, gender, culture) also matters. This seminar combines the fundamentals of classical negotiation theory with the latest tools of negotiation psychology, enabling participants to make the most of their own negotiation style.
Content:
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 negotiation (personality traits, gender, culture)
3) Simulation (real case study)
4) Wrap-up: Evaluation and recommendations for personal development

Empfohlene Literatur (für die Gesamtveranstaltung):

Literatur
1.
Harvard Management Essentials (2003): Negotiation, Boston
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

Sprache der Lehrveranstaltung: Englisch (eng)

Notenskala: Unterschrift

Form und Umfang der Leistungskontrolle:

active participation

Prüfungsanmeldung: über das elektronische Studienverwaltungssystem

Anmerkungen:

Erreichbarkeiten: mp@mardiplo.eu