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202200278
Great Negotiators: Negotiation Introduction
Cursus informatie

Fout

ORA-01427: Enkele-rij subselect retourneert meer dan één rij.
Cursus202200278
Studiepunten (ECTS)5
CursustypeHonours
VoertaalEngels
Contactpersoondr. H. Kizgin
E-mailh.kizgin@utwente.nl
Docenten
Contactpersoon van de cursus
dr. P. van Adrichem - Rotteveel
Docent
H. Fitschen
Examinator
prof.dr. E. Giebels
Examinator
dr. H. Kizgin
Contactpersoon van de cursus
dr. H. Kizgin
Collegejaar2022
Aanvangsblok
AanmeldingsprocedureBureau onderwijszaken meldt jou aan
Inschrijven via OSIRISJa
Cursusdoelen
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.
Inhoud
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.
Voorkennis
Students among the best 10% of their cohort (based on their grades) can apply.
Verplicht materiaal
Book
Getting to Yes: ISBN 9781847940933
Book
Negotiation Genius: ISBN 9780553384116
Articles
Various scientific articles and power point slides from weekly workshops
Aanbevolen materiaal
-
Werkvormen
Assessment
AanwezigheidsplichtJa

Colstructie
AanwezigheidsplichtJa

Opdracht
AanwezigheidsplichtJa

Presentatie(s)
AanwezigheidsplichtJa

Werkcollege
AanwezigheidsplichtJa

Zelfstudie geen begeleiding
AanwezigheidsplichtJa

Toetsen
Assignment & presentation

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