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202200278
Great Negotiators: Negotiation Introduction
Course info

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Course module202200278
Credits (ECTS)5
Course typeHonours
Language of instructionEnglish
Contact persondr. H. Kizgin
E-mailh.kizgin@utwente.nl
Lecturer(s)
Contactperson for the course
dr. P. van Adrichem - Rotteveel
Lecturer
H. Fitschen
Examiner
prof.dr. E. Giebels
Examiner
dr. H. Kizgin
Contactperson for the course
dr. H. Kizgin
Academic year2022
Starting block
Application procedureBOZ applies for you
Registration using OSIRISYes
Aims
The Great Negotiators programme aims to empower students by establishing negotiation skills in their repertoire to tackle the challenges of today’s world. Student learning is facilitated through discussion of negotiation frameworks and the latest research findings, offering a high number of exercises and role-plays, analyses of authentic negotiation cases, and real-world experimentation.  Throughout the entire program diversity and inclusion will be highlighted, for example, through the practice of intercultural negotiation skills.

The student will be able to:
Research & Theory
  • Learn about the key elements, concepts, and variables in negotiation with a specific focus on intercultural competence.
  • Place negotiation in a bigger picture, e.g. relate it to conflict and mediation.
  • Apply negotiation models, theories and frameworks to different settings and scenarios.
  • Apply research findings in role-play simulations and real-life challenges of today’s world.

Reflection - introspection 
  • Learn about one’s own negotiation orientation and conflict management style through self-assessment, class discussions, feedback from coaches and classmates.
  • Reflect on personal growth, based on experimental and cognitive learning processes.
  • Boost confidence in own negotiation skills.

Interrelational
  • Negotiate effectively one-on-one, within teams, and with multiple opponents.
  • Effectively communicate amongst team members and resolve internal discussions.
  • Understand the dynamics of different stages in the negotiation process.
  • Understand how negotiation behaviour shapes long-term relationships.
Skills
  • Prepare efficiently for negotiations.
  • Develop and apply skills that are beneficial in negotiations.
  • Develop and apply active listening skills.
  • Effectively pitch proposals.
  • Effectively use influence strategies.
  • Create and claim value to reach mutually beneficial deals.
  • Develop perspective taking: Predict the counterpart’s next move(s)
  • Develop scenario thinking and become an adaptable negotiator.
  • Deal with setbacks.
  • Coping with own emotions and those of others.
  • Resolve ineffective negotiations.
  • Know when to negotiate and when to walk away.
Content
In the negotiation introduction, we will tackle questions such as:
  • How to identify negotiation opportunities?
  • How to prepare for negotiations?
  • How to determine bargaining zones, first offers, and reservation points?
  • How to build trust?
  • How to develop and use BATNAs and exit options?
  • How to influence power processes?
  • How to create integrative solutions?
  • How to balance between creating and claiming value?
  • How to de-escalate situations?
  • Why are ethics, fairness and reputation in negotiations so important?
  • How to build lasting (business) relationships?

Assignments
Learning by reflection- Personal negotiation portfolio. This negotiation diary includes weekly personal reflections on the workshops and assignments.

Learning by doing- applying and experimenting outside the classroom
  • Assignment 1: student teams must develop a negotiation approach and successfully negotiate a distinguished guest speaker for the final (third) module. In retrospect, they reflect on their experiences in a group paper. Students will receive coaching from the teachers while working on their group project and present their experiences to the others at the end of module 1.
Assumed previous knowledge
Students among the best 10% of their cohort (based on their grades) can apply.
Required materials
Book
Getting to Yes: ISBN 9781847940933
Book
Negotiation Genius: ISBN 9780553384116
Articles
Various scientific articles and power point slides from weekly workshops
Recommended materials
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Instructional modes
Assessment
Presence dutyYes

Assignment
Presence dutyYes

Lectorial
Presence dutyYes

Presentation(s)
Presence dutyYes

Self study without assistance
Presence dutyYes

Tutorial
Presence dutyYes

Tests
Assignment & presentation

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