Negotiation in a Global Context (2225.YR.011196.1)
General information
Type: |
OBL |
Curs: |
1 |
Period: |
S semester |
ECTS Credits: |
3 ECTS |
Teaching Staff:
| Group |
Teacher |
Department |
Language |
| Year 1 |
Katharina Schmid |
Dirección de Personas y Organización |
ENG |
COURSE CONTRIBUTION TO PROGRAM
The Negotiation in a global context course focuses on the challenges that students, as future leaders, will face when leading negotiations in a global context, as well as the skills and strategies required to successfully navigate these challenges. The course will help students become better negotiators by helping them reach agreements that create maximum value, claim an appropriate share of the value created, and obtain optimal results in a range of competitive environments, including high stakes settings, when negotiating uncertain or complex issues and leading multiparty negotiations.
A particular focus of will be placed on negotiation in international, global contexts, to help student become skilled in navigating the challenges but also the opportunities of negotiating with people whose backgrounds, perspectives, values and expectations differ from one's own. Building on current insights into the psychology of judgment, persuasion and influence, as key drivers of human behavior, this course will also help students avoid common mistakes and overcome key biases, thereby helping them to negotiate strategically for individual and organizational success.
Course Learning Objectives
1. To introduce students to a comprehensive negotiation framework that will facilitate analyzing, preparing for and leading negotiations effectively in a range of global contexts.
2. To obtain insights into effective negotiation strategies to help students become skilled at reaching agreements and resolving disputes in a range of settings and involving individuals from various different backgrounds.
3. To gain in-depth knowledge into the complex nature of human judgment, persuasion and influence, as key drivers of human behavior, and their impact on negotiation outcomes.
4. To maximize students' leadership potential, by helping them lead negotiations effectively.
Methodology
Assessment criteria
This course provides students with practical insights and applied knowledge rooted in current knowledge on negotiation. To that end, the course will draw on a range of interactive methodologies, including negotiation role plays. simulations and exercises, which are further complemented by team presentations, class discussions and lectures to summarise key learning outcomes.
In order to maximize the classroom learning experience, students will be required to take an active role in shaping their own learning experience throughout the course. Students will thus be required to engage actively in class, but also to prepare for sessions in advance by completing pre-assigned readings, cases and assignments.
The workload distribution is divided into approximately 70% in-class activites and 30% individual activities.
Timetable and sections
| Group |
Teacher |
Department |
| Year 1 |
Katharina Schmid |
Dirección de Personas y Organización |
Timetable Year 1
Monday2023/5/8:
From 10:45 to 12:15.
From 9:00 to 10:30.
From 2023/5/11 to 2023/6/1:
Tuesday and Thursday from 10:45 to 12:15.
Tuesday and Thursday from 9:00 to 10:30.
