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202200279
Great Negotiators: Advanced Negotiations
Course info

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Course module202200279
Credits (ECTS)5
Course typeHonours
Language of instructionEnglish
Contact persondr. H. Kizgin
E-mailh.kizgin@utwente.nl
Lecturer(s)
PreviousNext 1
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 advanced course, we tackle questions such as:
  • How to deal with difficult people?
  • How to detect deception?
  • How to manage high-stakes situations?
  • How to cope with setbacks and communication errors?
  • How to recognize and tackle cognitive biases?
  • How to conduct online negotiations and use other technology tools?
  • What are the pros and cons of team negotiations?
  • When and why to move from individual to team negotiations?
  • How to develop team roles?
  • How to negotiate with different counterparts?
  • How, why and when to involve intermediaries?

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

Assignment : Students identify one of their own negotiation challenges (in their job, voluntary work, family, study group) and prepare a short proposal for approach. Students will receive coaching from the teachers while working on their individual project
Assumed previous knowledge
Students have finished Great Negotiators: Negotiation Introduction.
Required materials
Book
Negotiation Genius: ISBN 9780553384116
Book
Never Split the Difference: ISBN 9781847941497
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

Self study with assistance
Presence dutyYes

Self study without assistance
Presence dutyYes

Tutorial
Presence dutyYes

Tests
Written examination and assignments

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