10526 Dynamics of Negotiation 1

Credits: 4 advanced credits in Management or in Social Sciences - General

Prerequisites: 36 credits, including Organizational Behavior. Students must also fulfill all English requirements and take bibliographic instruction in the Library.

Recommended: Introduction to Sociology, Social Psychology

Author: Amira Galin

The course acquaints students with the various aspects of negotiation with the aim of improving the skills and functioning of negotiators in different domains. The course focuses on knowledge concerning human behavior during the negotiation process. Regardless of the area of negotiation – personal, political, business or labor – negotiation processes follow a similar pattern. This pattern is studied and practiced in the course.

Objectives: To systematically analyze negotiation processes and the contribution of various theoretical approaches to negotiation management; To present and illustrate the problems involved in the dynamics of negotiation; To apply the knowledge acquired to various negotiation situations.

Topics: Negotiation and conflict management; Dynamic processes accompanying negotiation; Sources of power, strategies and tactics in negotiations; Culture and negotiation; Human behavior and its implications for the negotiation process and its outcome; Beyond direct negotiations– representatives and third-party intervention.

1Students may write a seminar paper in this course, although it is not required.