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2011/2012 BA-EOK_VLON Language of Negotiations
| English Title | |
| Language of Negotiations |
Course Information | |
| Language | English |
| Point | 7,5 ECTS (225 SAT) |
| Type | Elective |
| Level | Bachelor |
| Duration | One Semester |
| Course Period | Spring |
| Time Table | Please see course schedule at e-Campus |
| Study Board |
Study Board for BA in English and Organisational Communication |
| Course Coordinator | |
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| Secretary - Tine Silfvander- ts.iadh@cbs.dk | |
| Main Category of the Course | |
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| Last updated on 29 maj 2012 | |
| Learning Objectives | |||||||||||||||||
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The course aims to give students a perspective on the approaches to various negotiation techniques by helping them sift through diverse theories and evaluate their importance. They will develop critical skills to work with negotiations by giving them the competence to decide on the correct style, approach, and form of language within a particular cultural context. Ultimately, they will acquire the necessary confidence and intercultural skills to communicate and negotiate with parties from a wide array of foreign countries on issues of business and political matters. Learning objectives: Students will learn:
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| Prerequisite | |||||||||||||||||
| Undergraduate. Competence level at least intermediate level B1 English. | |||||||||||||||||
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| Examination | |||||||||||||||||
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Regulary examination: A max. 5 standard pages (NS) essay, based on course literature. Four optional topics will be given from which the student should choose one. Re-examination: Same as regular examination | |||||||||||||||||
| Course Content | |||||||||||||||||
The course picks up on the essential phases of the negotiation journey, from the requirement to listen openly and constructively, to reframing the dispute into potentially common ground, to the win-win resolution. At each stage we look at the necessary and correct language which should be used to maximize positive affect, and pave the way for future harmony and mutual benefit. Furthermore, the course looks closely at cultural differences which impact negotiations and points out the difference in approach needed to navigate communication around the world. Cultural differences in negotiation styles cover behaviour, level of language, non-verbal language, and different ways of thinking which constitute the decision-making process. | |||||||||||||||||
| Teaching Methods | |||||||||||||||||
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In practical terms, the course gives ample opportunity to practice negotiation techniques both in groups and one-to-one. There are simulation exercises in which students will negotiate a particular political or economic problem, and class mates will provide critique and feedback. Some of these will be filmed and recorded to give participants a perspective on their performance. | |||||||||||||||||
| Literature | |||||||||||||||||
120 page CBS compendium: Three approaches to Resolving Disputes, W. L Ury, J. M Brett, S.B.Goldberg, pp 1-13, in Negotiation: readings, exercises, Cases, R.J. Lewicki, B. Barry, D.M Saunders (2007) Selecting Strategy, R. Lewicki, A. Hiam, K.W Olander, pp, 14-29 in Negotiation, ibid Attitudes, Beliefs, and Behaviour of Negotiations, pp 28-61, in The New Negotiating edge, G. Kennedy (1998) Debates, Signals and Concord, pp. 146-171, in Kennedy, ibid. Management and Marketing: Vocabulary exercises, I. Mackenzie (1998) Fields of Argument and Modals, in The Uses of Argument by S. Toulmin, pp11-43 (!958/98) Six Habits of Merely Effective Negotiations, J. K. Sebenius, (HBR April 2001) Understanding Culture pp. 43-57,in, Dynamics of Successful Business Negotiation, R. Moran and W.G Stripp. ((1991) A Framework for Global Business Negotiation, pp. 89-115, in Moran and Stripp, ibid Vis-à-vis Communication, pp 159-177, in Global Negotiation: The New Rules by W. H. Requejo and J.L Graham (2008) Globalization x Negotiation = Innovation, pp 233-51, W.Requejo and Graham, ibid | |||||||||||||||||