Syllabus

Title
5786 ExInt II: English Business Negotiations (Group 3)
Instructors
Mag. Barbara Filzmoser, ao.Univ.Prof. Dr. Alexander Beer
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
Wednesday 03/06/19 08:30 AM - 01:00 PM D1.1.078
Wednesday 03/20/19 08:30 AM - 01:00 PM D1.1.078
Wednesday 04/03/19 08:30 AM - 01:00 PM D1.1.078
Wednesday 05/15/19 08:30 AM - 01:00 PM D1.1.078
Wednesday 06/05/19 08:30 AM - 01:00 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 assignment 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 playing an important role and discussing 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)

Theoretical part: interactive approach

Practical skills part: case-studies 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 06.03.2019

08.30-13.00h
The Basics
General genre profile
Preparing to negotiate
Relationship building
Establishing a procedure

 

2 20.03.2019

08.30-13.00h
Power
Different sources of power
Impact of power on language use
Intercultural issues
The impact of culture on negotiation styles
Addressing potential sources of intercultural conflict
The proposal stage
Questioning techniques

3 03.04.2019

08.30-13.00h
Persuasion
Linguistic techniques for increasing rhetorical impact and persuasive forces
Powers of persuasion
Exploring interests
The bargaining zone

4 15.05.2019

08.30-13.00h
Disagreement and conflict
The role of language in escalating and de-escalating disagreement/conflict
Words with negative vs positive semantic load, politeness strategies
Handling breakdowns

5 05.06.2019

08.30-13.00h
Closing the deal
Conclusion and agreement
Revision

Final negotiations

Last edited: 2018-11-15



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