Managing Negotiations: Getting to Yes

URL study guide

https://studiegids.vu.nl/en/courses/2024-2025/E_MFDM_MNGY

Course Objective

Students will enhance their analytical ability and be able to identify the need for negotiation skills in an organizational context (Academic and Research Skills)Students will learn (1) how to negotiate in a strategic and rational way, (2) which psychological aspects come into play during negotiating and (3) what are the cross-cultural differences in negotiations (Bridging theory and practice
- Knowledge)Students will apply the knowledge gained from the lectures in role play simulations during tutorials (Bridging Theory and Practice
- Application).Students will work in teams and practice negotiation skills in tutorials (Social Skills).Students will better understand how they can successfully negotiate in real-life situations (Self Awareness).

Course Content

Negotiation is all around you, whether it concerns international disputes, labor agreement negotiations, or a discussion at home about who does the grocery shopping. To solve these conflicts successfully, you have to negotiate. Therefore, the overall theme of this course in the minor program, is to become an effective negotiator, meaning that no money is left on the table. Throughout the course, we combine theoretical knowledge from the lectures with practical exercises (role-play simulations). The three parts of the course are: Part 1: How to negotiate in a strategic and rational way? Part 2: Which psychological aspects come into play during negotiations? Part 3: How does a cross-cultural setting affect negotiations?

Teaching Methods

Lectures (2 lectures each week, 12 in total) Tutorials (1 tutorial each week, 6 in total) incl. role-play simulations and team presentations

Method of Assessment

Individual assessment Group assessment

Literature

Book: Fisher, R., Ury, W. & Patton, B. (2012). Getting to Yes: negotiating an agreement without giving in. Random House Business Books. ISBN 9781847940933. Articles: To be announced via Canvas

Recommended background knowledge

Academic Skills, BRM1, BRM2, Research Project