Managing Negotiations: Getting to Yes

Vrije Universiteit Amsterdam

Course Description

  • Course Name

    Managing Negotiations: Getting to Yes

  • Host University

    Vrije Universiteit Amsterdam

  • Location

    Amsterdam, The Netherlands

  • Area of Study

    Business

  • Language Level

    Taught In English

  • Course Level Recommendations

    Upper

    ISA offers course level recommendations in an effort to facilitate the determination of course levels by credential evaluators.We advice each institution to have their own credentials evaluator make the final decision regrading course levels.

    Hours & Credits

  • ECTS Credits

    6
  • Recommended U.S. Semester Credits
    3
  • Recommended U.S. Quarter Units
    4
  • Overview

    COURSE OBJECTIVE
    Academic Skills: Students will enhance their analytical ability and be able to identify the need for negotiation skills in an organizational context.

    Knowledge: Students will (1) identify, predict, and appreciate the role of conflict in social interaction, (2) learn how to apply mediation and dilemma reconciliation strategies, (3) understand the significance of workplace diversity and communication styles for developing negotiations skills, (4) develop an awareness of the emotional aspects of dealing with conflict, and (5) develop the ability to search for “both/and” and solutions when two apparently contradictory notions in negotiations must work together

    Bridging Theory and Practice: Students will apply the knowledge gained from the lectures and group work. Social Skills: Students will work in teams and practice negotiation skills via group work and quest blog

    Self-awareness: Students are required to reflect on the content presented in the course and explain how this impacted their personal development.

    COURSE CONTENT
    Negotiation is all around you, whether it concerns international disputes, labor agreement negotiations, or even a discussion at home about who does the grocery shopping. In todays dynamic workplace, it’s not an easy fix of dispute. More often it involves negotiation to reconcile dilemmas. Therefore, the overall theme of this minor program, is to become an effective negotiator, where all disputants feel confident or even happy with the jointly reached outcome. Throughout the course, we combine theoretical knowledge from the lectures with practical exercises. The three parts of the course are:.

    Part 1: Conflict Resolution. The type of conflict affects the negotiation process. What is the role of conflict across cultures and organizations?
    Part 2: Negotiation Skills. Is it difficult to become an effective negotiator? Learn how to apply mediation and dilemma reconciliation strategies.
    Part 3: Negotiation and Workplace Diversity. Topics in this part include (cross cultural) communication skills for interacting with different cultures, nationalities, gender, sexuality, political views, religions, disabilities and other types of diversity in the workplace.

    TEACHING METHODS
    Lectures and working groups

    TYPE OF ASSESSMENT
    Team and individual assessment

    RECOMMENDED BACKGROUND KNOWLEDGE
    Well-trained in academic method and thinking.

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