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202200280
Great Negotiators: Negotiation Excellence
Course info

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ORA-01427: Enkele-rij subselect retourneert meer dan één rij.
Course module202200280
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
Negotiation Excellence
In this excellence module we look at how negotiation process, for instance, practices and strategies are actually employed in society at large? What frameworks are being used and considered useful? How does decision-making occur? What is the best-fitted strategy for different scenarios? For this we ask students to bridge science and practice by critically assessing the contemporary negotiation field. You will challenge guest speakers from practice from different negotiation fields with the opening question:
 
  • What does the world of “purchasing and sales negotiation” look like?
  • What does the world of “hostage negotiations” look like?

Four additional domains will be decided by the students themselves, for example contract and salary negotiations, negotiations between political parties, war negotiations, merger and acquisition negotiations, negotiations in the international diplomatic arena. The students will prepare and conduct the negotiations with these prospective guest speakers themselves as a first exercise to be conducted which concludes the first introductory module.


Assignments
Learning by reflection - Personal negotiation portfolio. This negotiation diary includes weekly personal reflections on the workshops and assignments. In the excellence module specific attention needs to be paid to the “state of the art” in various fields and how the student is informed by that on a more “meta-level”.


FINAL PROJECT
Learning by doing- applying and experimenting outside the classroom
On the basis of their negotiation plan which concluded module 2, students execute the plan in the outside world during module 3. At the end of module 3 and on the basis of their ‘negotiation diary’ students write a final paper and organize and present at a negotiation conference what they have learned about negotiation science and practice and how has helped transform them into ‘great negotiators’.
Assumed previous knowledge
Students have finished Great Negotiators: Advanced Negotiations.
Required materials
Book
Negotiation Genius: ISBN 9780553384116
Articles
Various scientific articles and power point slides from weekly workshops
Recommended materials
Book
Never Split the Difference: ISBN 9781847941497
Instructional modes
Assessment
Presence dutyYes

Assignment
Presence dutyYes

Internship
Presence dutyYes

Presentation(s)
Presence dutyYes

Project supervised
Presence dutyYes

Self study with assistance
Presence dutyYes

Self study without assistance
Presence dutyYes

Seminar
Presence dutyYes

Tutorial
Presence dutyYes

Tests
Assignments and Project exams

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