Managing Negotiations: Getting to Yes
Vrije Universiteit Amsterdam
Amsterdam, The Netherlands
Area of Study
Taught In English
Course Level Recommendations
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Recommended U.S. Semester Credits3
Recommended U.S. Quarter Units4
Hours & Credits
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.
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.
Lectures and working groups
TYPE OF ASSESSMENT
Team and individual assessment
RECOMMENDED BACKGROUND KNOWLEDGE
Well-trained in academic method and thinking.
Courses and course hours of instruction are subject to change.
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