Business Communication 5
Course Description
Course Number
FHNW Schools
Name(s) of Degree Course(s)
Type of Degree
Negotiation & Conflict Resolution
IM-050405S1.SN/11
School of Business
Business Administration (International Management)
Bachelor of Science
Name of Module / Major / Minor
Module Level
Module Typ
ECTS Credits
Total study time in hours
(contact lessons, guided and
individual self-study)
Responsible Lecturer
Business Communication 5 (total 6 ECTS credits for module)
B
I
A
S
C
R
M
6 ECTS Credits
Contact lessons:
54 h (72 lessons)
Guided and individual self-study:
126 h
Total:
180 h
Telephone/E-Mail
Objectives
Contents
Methods
Language
Version ab SJ 14/15
•
To equip participants with a range of strategies and
practices to improve the quality of their negotiating
skills through an examination of the key research in
the field and by offering the opportunity to practice,
reflect and receive feedback on their performance in a
range of activities, cases and simulations.
• To enable participants to learn and apply techniques
of conflict management and resolution and be able to
transfer the skills learnt to their organization.
Negotiation
Conflict Resolution
• Communication skills reprise
• Distributive and Integrative Negotiations
• 2-party negotiations
• Negotiation Analysis - focus on issues, interests and
positions
• Negotiation strategy and tactics
• Negotiation behaviours
• Conflict Resolution 1 - Interpersonal Conflicts / Olten
Model
• Conflict Resolution 2 - Trust, trust development and
trust repair / Intercultural aspects of trust, trust
development and trust repair (Culture and Conflict)
• Multi-party conflicts
• Intercultural Negotiation / Intercultural impacts on
negotiation styles
• Negotiation Multi-party / multi-issue negotiations
• Complex Negotiations
Plenary lectures
Workshops
Simulations
English
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Assessment(s)
Negotiation Analysis (40% of final grade)
•
Group task – 3-5 participants per group
•
Based on a case study provided.
•
Students are given an incomplete two-party case to
analyse considering the positions, interests and issues
for each side, their negotiating power in the situation,
and developing a negotiation analysis.
•
Pairs of groups then negotiate with each group
representing one side. (Ideally and infrastructure
permitting, all negotiations should be recorded on
video)
•
After the negotiation, each group files a written
analysis to include the original negotiation analysis, a
brief description of key moments during the
negotiation, the outcome negotiated and an
assessment of the group’s success in reaching its
goals.
•
Selected pairs of groups then present their findings to
class for discussion.
Paper (60% of final grade)
Version ab SJ 14/15
•
Working on groups of 3-5 participants
•
Students develop a case study describing a real
negotiation or conflict resolution process.
•
Examining a real negotiation or conflict situation and
analysing the positions, interests and issues for each
side, their negotiating power in the situation, a
negotiation analysis and the subsequent outcomes.
•
Negotiations cases will consider the degree to which
integrative solutions were possible and will reflect on
the degree to which the negotiation reflected a
Harvard negotiations style approach.
•
Conflict Resolution cases will reflect an understanding
of the Olten Model of Conflict resolution or an
alternative defined by the students.
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References
Key text – students should ensure that they have access to
this book during the course:
Negotiation, 6/e
Roy J. Lewicki, The Ohio State University
Bruce Barry, Vanderbilt University
David M. Saunders, Queens University
ISBN: 0073381209
Copyright year: 2010
Additional texts
e.g.
Harvard Persuasion materials
Saner – Negotiating
Deutsch & Coleman Eds Conflict Resolution
General Requirements or
Previous Module(s) / Course(s)
Subsequent
Module(s) / Course(s)
Remarks
Version ab SJ 14/15
Additional requirements:
•
Excellent English language skills – minimum C1
•
Attendance of at least 80%
•
All those wishing to participate in the course must
attend in week 1 of the semester
•
Regular readings to accompany course
•
Participation in online platform
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