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202200279
Great Negotiators: Advanced Negotiations
Cursus informatie

Fout

ORA-01427: Enkele-rij subselect retourneert meer dan één rij.
Cursus202200279
Studiepunten (ECTS)5
CursustypeHonours
VoertaalEngels
Contactpersoondr. H. Kizgin
E-mailh.kizgin@utwente.nl
Docenten
VorigeVolgende 1
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 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
Voorkennis
Students have finished Great Negotiators: Negotiation Introduction.
Verplicht materiaal
Book
Negotiation Genius: ISBN 9780553384116
Book
Never Split the Difference: ISBN 9781847941497
Articles
Various scientific articles and power point slides from weekly workshops
Aanbevolen materiaal
-
Werkvormen
Assessment
AanwezigheidsplichtJa

Opdracht
AanwezigheidsplichtJa

Werkcollege
AanwezigheidsplichtJa

Zelfstudie geen begeleiding
AanwezigheidsplichtJa

Zelfstudie met begeleiding
AanwezigheidsplichtJa

Toetsen
Written examination and assignments

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