Meeting and negotiating

Academic year: 2010-2011 Course code module FLWMEER090 Semester: 1st semester Credits: 3 Study load (hours) 84 Theory (hours): 25,00 Practice/Exercises(hours): Other (hours): Part-time program: 2 Instructor(s) Luuk Van Waes Isabel Elst Language of instruction: Dutch Semester exam information: exam in the 1st semester Contract restriction information: 1. Prerequisites *Algemene competenties This course is taught in Dutch. Prerequisite: Dutch (proficiency level) *Sequentiality None 2. Objectives (expected learning outcomes) At the end of the course the students will have: An understanding of how to prepare a negotiations checklist The ability to develop a bargaining agenda and strategy The skills to establish strategic objectives  Expertise to set ground rules for conducting negotiations Strategies to avoid and resolve an impasse An ability to become a more effective negotiator 3. Course content The course builds cumulatively from simple negotiations to those of greater complexity—that is, starting with two-party, single-issue, one-shot cases and building towards multi-party, multi-issue negotiations that evolve over time. Structured negotiation exercises are used to isolate and emphasize specific analytic points and essential skills. Cases and readings serve to integrate the analytic points as well as to develop intuition about more complex real-world negotiations. 4. Teaching method Direct contact: Lectures Exercise sessions Tutorials Skills training Personal work: Exercises Assignments - individual Assignments - in group Case studies - in group 5. Assessment method Exam: Oral, with written preparation Open book Open questions Continuous assessment: Exercises Assignments Case studies Participation in classroom activities Written assignment: Without oral presentation Presentation 6. Compulsory reading – study material In de studieplanner staat per week de verplichte literatuur die je vóór het college moet doornemen. Deze literatuur vormt de theoretische basis voor de schriftelijke en mondelinge opdrachten. De literatuur krijg je aangeboden in de volgende vormen: §       lectuurbundel (Universitas) §       simulatieoefeningen (communicatie via BlackBoard) 7. Recommended reading - study material §      Bazerman M.H.en M.A. Neale, Negotiating Rationally. The Free Press, 1992. §      Dixit A.K.en B.J. Nalebuff, Thinking Strategically.  W.W. Norton & Co, 1991. §      Huguenin, P, Conflicthantering en onderhandelen. Bohn Stafleu Van Loghum, 2004. §      Fisher, R. en anderen, Excellent onderhandelen. Een praktische gids voor het best mogelijke resultaat in elke onderhandeling. Amsterdam/Antwerpen: Business Contact, 2007. §      Lewicki R.J., D.M. Saunders en B. Barry, Essentials of Negotiation. Irwin/McGraw-Hill 2007. §      Lewicki R.J., D.M. Saunders en B. Barry, Negotiation. Irwin/McGraw-Hill 2007. §      Raiffa H. The Art and Science of Negotiation. Harvard University Press, 1982. §      Schermer, K en M. Wijn, Vergaderen en onderhandelen, Bohn Stafleu Van Loghum, 2004. §      Thompson L. The Mind and Heart of the Negotiator.  Prentice Hall, 2005. 8. Tutoring laatste aanpassing: last update: 15/12/2009 16:37 luuk.vanwaes