AU kursuskatalog arkiv

4227: Dynamics of Negotiation ( forår 2011 - 10 ECTS )

Rammer for udbud

• Uddannelsessprog: dansk
• Niveau: Elective BSc and MSc course (old course cod: 4827)
• Semester/kvarter: SEMESTER FOR WHICH THIS COURSE DESCRIPTION APPLIES: Spring 2010
• Timer per uge: 4 hours - in total 48, including 24 lectures and 24 tutorials. See time table at www.econ.au.dk/teaching/elective-courses/ for time and lecture room
• Deltagerbegrænsning: RESTRICTIONS ON ADMISSION: None.  
• Undervisningssted: Århus
• Hovedområde: Det Samfundsvidenskabelige Fakultet
• Udbud ID: 26280

Formål

LEARNING OBJECTIVES:

After participation in this course, students should be able to:

· Enumerate and describe the factors affecting the negotiation in single-issue
bargaining (including price negotiations)

· Describe the factors in negotiations that affect the search for efficient trade-off and the creation of win-win results (including packaged solutions)

· Analyze the interaction and processes in real life negotiations including an
unknown case

· Formulate choices based on reasoned arguments in combining tactics for
efficient negotiations

· Apply knowledge from different areas of theory, such as emotional, cultural
and ethical knowledge, for analyzing complex negotiation problems.

Indhold

COURSE CONTENTS AND SUBJECT AREAS:

The course provides the students with the knowledge and skills which are necessary for participating in negotiations considering both subject and relations. It contains the following topics:

1. The nature of negotiation
(Strategies, tactics, planning)

2. Behavioral theory
(Perception, cognition, emotion, communication, power and influence)

3. The context of negotiations
(Relations, culture, coalitions, multiple parties)

4. Resolving differences in negotiations.

Faglige forudsætninger

REQUIRED COURSES:

3235: Organizational Behavior.

Underviser

LECTURER:

Niels Hansen.

Undervisnings- og arbejdsform

TEACHING METHOD:

Lectures and role play/cases.

Litteratur

LITERATURE:

Books:

1. Lewicki, R.J., B. Barry & D.M. Saunders (2006). Negotiation, 5th ed. McGraw- Hill
2. Fisher, R. & W. Ury (1991). Getting to Yes - Negotiating Agreement Without
Giving In. Penguin

Articles:

1. Kim, W.C. & R. Mauborgne (2004). Blue Ocean Strategy. Harvard Business
Review, October, pp. 76-84
2. Allred, K.G. (2000). Distinguishing Best and Strategic Practices: A Framework for Managing the Dilemma between Creating and Claming Value. Negotiation
Journal, October, pp. 387-397
3. Pruitt, D.G. (2001). Negotiation Theory and the Development of Identity.
International Negotiations, 6, pp. 269-279
4. Senger, J.M. (2002). Tales of the Bazaar: Interest-Based Negotiation Across Cultures. Negotiation Journal, July, pp. 233-245.

GRAND TOTAL: approx. 930 pages

Studieordning og bedømmelse

Bacheloruddannelsen i økonomi

• Skriftlig, bedømt efter 7-skala med intern censur

Grundfaget i erhvervsøkonomi

• Skriftlig, bedømt efter 7-skala med intern censur

FORM OF ASSESSMENT:

4 hour written exam including an unknown case.

EXAMINATION AIDS ALLOWED: None