2016/2017
BA-BBLCV1401U Negotiation Skills and Conflict Management
– Drivers of success and complexity
| English Title |
| Negotiation Skills and Conflict
Management – Drivers of success and complexity |
|
|
| Language |
English |
| Course ECTS |
7.5 ECTS |
| Type |
Elective |
| Level |
Bachelor |
| Duration |
One Semester |
| Start time of the course |
Autumn, Spring |
| Timetable |
Course schedule will be posted at
calendar.cbs.dk |
| Min. participants |
40 |
| Max. participants |
45 |
| Study board |
Study Board for BSc og MSc in Business, Language and Culture,
BSc
|
| Course
coordinator |
- Robert Ibsen - Department of Management, Society and
Communication (MSC)
|
| Main academic
disciplines |
- Human resource management
- Communication
- Strategy
|
|
Last updated on
15-02-2016
|
| Learning objectives |
To achieve the grade 12, students should meet the
following learning objectives with no or only minor mistakes or
errors: Upon completion of the course, students – in commercial as
well as in a non-commercial set-ups – will be able to
- Analyze and map – using relevant theories, models and tools –
situations where two (or more) parties negotiate or try to resolve
disagreements – including constiuent elements, i.e. driving forces,
such as 1) relative power balance between the parties involved, and
2) overview of alternatives, and 3) relative importance of
maximized result now vs. preservation of relationship
long-term
- Prepare, plan and actively participate in processes such as
negotiations and similar meetings using relevant tools and models
based on relevant and up-to-date insights in this field
- Understand, analyze, map and actively use insights to drive a
succesful negotiation or conflict resolution, including complexity
drivers such as 1) obstacles to and drivers of expedient
communication, and 2) intercultural differences and how to them
from stumbling blocks into building bricks, and 3) trust and ethics
and how such elements can make or break fruitful negotiations and
relationships
- Cultivate an understanding of 1) cognitive biases and how they
can impact on rational thinking and behaviour when negotiating and
communicating in general, and 2) interpersonal differences
regarding motivation, communication styles and related issues and
how these factors have the potential to impact on negotiation
processes and outcomes
- Drive performance through a structured approach to preparing,
doing and evaluating a negotiation or conflict resolution session –
this way seeking incremental improvements over time in overall
performance
|
| Course prerequisites |
| Very good fluency in English |
| Examination |
|
Negotiation
Skills and Conflict Management - Success and Complexity
Drivers:
|
| Exam
ECTS |
7,5 |
| Examination form |
Home assignment - written product |
| Individual or group exam |
Individual exam |
| Size of written product |
Max. 10 pages |
| Assignment type |
Written assignment |
| Duration |
Written product to be submitted on specified date
and time. |
| Grading scale |
7-step scale |
| Examiner(s) |
One internal examiner |
| Exam period |
Winter and Summer |
| Make-up exam/re-exam |
Same examination form as the ordinary
exam
|
|
| Course content and structure |
|
The key contents of the course will focus on these elements:
- an overview of the field of negotiations and conflict
management
- factors that must drive the negotiatior’s choice of overall
strategy
- tools for managing the entire process (negotiation, conflict
resolution etc.)
- a number of supplementary competences related to communication
in face-to-face interaction, including
- intercultural issues
- the important role of personality
- trust bases and ethics in negotiations and conflict
management
- cognition and cognitive biases in business and human
interaction in general
As for overall pedagogical framework, all content elements will
be leveraged and supported by a mix of lectures, discussions and
exercises.
|
| Teaching methods |
The course and its pedagogical approach will, in
essense, be built around three components, which will each
contribute to the students’ successful completion of the course:
• input on and discussion of relevant theories, tools and models
need in order to prepare and plan a negotiation, doing it as well
as evaluating and reflecting on all aspects of the negotiation
• a large number of practical exercises and case studies to
leverage the students’ understanding of learning points as well as
enhancing their skills when it comes to carrying through
negotiations and conflict management sessions
• articles, papers and other types of input to further lock in the
students’ acquired skills and insigths |
| Student workload |
| Lectures |
36 hours |
| Preparation |
130 hours |
| Examination |
40 hours |
|
| Expected literature |
|
Ibsen, Robert: Real Negotiations (Samfundslitteratur, 2014)
Slidepacks
Articles, papers etc.
Exercises and cases
|
Last updated on
15-02-2016
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