ETN-Code: DSID054
Titel der Veranstaltung: Grundlagen der internationalen Verhandlungsführung: Fertigkeiten, Persönlichkeit und kulturelle Aspekte (Interdisziplinäres ECOnet-Seminar)
Untertitel:
Art der Lehrveranstaltung: Seminar
Kreditpunkte: 6
Semester: SoSe 2024/25
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 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 greatly 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 in 1o Steps
- Strategies & Techniques
- Personality in negotiation (profile, gender, culture)
3) Simulation (real case study)
4) Wrap-up: Evaluation and recommendations for personal development
Empfohlene Literatur (für die Gesamtveranstaltung):
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Topics and literature |
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1. |
Harvard Management Essentials (2003): Negotiation, Boston |
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2. |
Fisher et al (2011): Getting to Yes. Negotiating agreements without giving in, 3rd ed.. NY |
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3. |
Hernandez-Arenez, Iribani (2019): Review of Gender Differences in Negotiations, Oxford Research Encyclopedia, https//doi-org/10.1093/acrefore/9780190625979-013.464 |
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4. |
J. Mulholland (1991): “ the Language of Negotiation – A Handbook of Practical Strategies for Improving Communication”, Tylor & Francis Ltd |
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5. |
Benoliel,Mukherjee,Yong (2020): Negotiate, Persuade and create great deals |
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6. |
Gelfand, Brett (eds) (2004): The Handbook of Negotiation and Culture”, Stanford University Press, California |
Sprache der Lehrveranstaltung: Englisch (eng)
Notenskala: Prüfung (fünfstufig)
Form und Umfang der Leistungskontrolle:
Prüfungsanmeldung: über das elektronische Studienverwaltungssystem
Anmerkungen:
Availability of the course instructor:
mp@mardiplo.eu
