Syllabus

Title
5785 ExInt II: English Business Negotiations (Group 2)
Instructors
Univ.Prof. Almut Köster, M.A.,Ph.D.
Contact details
  • Type
    PI
  • Weekly hours
    2
  • Language of instruction
    Englisch
Registration
02/15/19 to 02/24/19
Registration via LPIS
Notes to the course
Subject(s) Master Programs
Dates
Day Date Time Room
Monday 03/04/19 02:00 PM - 06:30 PM D1.1.078
Monday 03/11/19 02:00 PM - 06:30 PM D1.1.078
Monday 03/25/19 02:00 PM - 06:30 PM D1.1.078
Monday 04/01/19 02:00 PM - 06:30 PM D1.1.078
Monday 04/08/19 02:00 PM - 06:30 PM D1.1.078

Contents

Each session of the course includes a theoretical and a practical skills part.

In an interactive approach, the theoretical part focuses on the structure of a negotiation, the language devices that can be used to direct a negotiation in the desired direction (questioning techniques, persuading, handling break-downs etc.) as well as on strategies which are commonly employed in negotiations e.g. good cop-bad cop, slice the salami.

In the practical part, students apply the theoretical knowledge acquired. The case-study based simulations are partly held one-on-one or in teams. All negotiations are recorded and discussed. As follow-up assignments, students are asked to watch the recordings on learn@wu and analyse their performance so that they can contribute actively in class.

Learning outcomes

After completing this course, students will have increased their awareness of the key strategic role that language and communication play in business negotiations and better understand the mechanisms underlying the linguistic techniques employed in negotiations.

On the basis of study-related simulations, students learn to apply strategic language (phrases and terminology) effectively by progressing from handling negotiations focusing on one issue only to complex ones.

Students will have improved their negotiation skills after analysis of video recordings made throughout the course.

By evaluating one of their fellow students' negotiations they are provided with the opportunity to reflect on the various aspects that play an important role and discuss those in class.

Students will have reached the level C1 according to the Common European Framework.

Attendance requirements

In general, students are required to attend all classes; one absence will be tolerated, but the instructor should ideally be informed in advance to make any necessary arrangements.

Teaching/learning method(s)

Part A (theoretical part): interactive approach

Part B (practical skills part): case-study based role-plays and simulations; video analysis of model negotiations and students´ own performance with discussion.

Assessment

Attendance of all sessions is required (formal records of attendance will be kept).

  • active and continuous classroom participation (20%)
  • written assessment/evaluation of another group's presentation (20%)
  • overall performance in role plays throughout the course (60%)

Readings

1
Title: Material will be distributed during classes

Content relevant for class examination: Yes
Recommendation: Essential reading for all students
Type: Script

Availability of lecturer(s)

Unit details

Unit Date Contents
1 04.03.2019

Content

Introduction to Negotiating

  • Aims and structure of the course
  • Negotiating styles
  • Types of negotiations
  • Relationship-building and Culture

Homework

  • Watch the recordings on learn@wu and prepare the viewing task for the next session (oral feedback)
  • Complete any exercises or reading set by your instructor

 

2 11.03.2019

Content

Beginning the negotiation

  • The Stages of a negotiation
  • Establishing a procedure
  • Exchanging Information
  • Making proposals

Homework

  • Watch the recordings on learn@wu and analyse your performance based on the viewing task. Be prepared to give oral feedback
  • Complete any exercises or reading set by your instructor
3 25.03.2019

Content

The Bargaining Phase I

  • Exploring interests
  • Negotiation tactics: BATNA and HIT
  • Persuasive strategies in negotiating

Homework

  • Watch the recordings on learn@wu and analyse your performance
  • Complete any exercises or reading set by your instructor
  • Observers: Write up minutes of the negotiation
4 01.04.2019

Content

The Bargaining Phase II

  • Bargaining and compromising
  • Dealing with Disagreement and Conflict
  • Dealing with tough negotiators
  • Handling breakdowns

Homework

  • Watch the recordings on learn@wu and analyse your performance
  • Complete any exercises or reading set by your instructor
  • Observers: Write up minutes of the negotiation
5 08.04.2019

Content

  • Closing the deal in a negotiation: Conclusion and Agreement
  • Course Revision
  • Final negotiations
Last edited: 2018-11-15



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