Course for international guest/part time students
- Faculty
- Faculty of Economics
- Organization
- GTK Department of Marketing and Argumentation Theories
- Code
- GTI21AN611EN
- Title
- Negotiation
- Usual semester
- Spring
- Published semester
- 2024/25/2
- ECTS
- 3
- Language
- en
- Learning outcomes
- The purpose of the class is to help student acquire the basic skills necessary for successful negotiation. They will be introduced to purely competitive and win-win negotiations, the tactical moves characteristic of each, the way to transform competitive negotiations into win-win negotiations, and how to retain good relationship in competitive negotiations. The will also gain some self-knowledge regarding some of their abilities which may make them better or worse negotiators. Links to Sustainable Development Goals: On successful completion of this course, students should be able to connect topics taught to the SDGs: Ensure inclusive and equitable quality education and promote lifelong learning opportunities for all (SDG 4) Achieve gender equality and empower all women and girls (SDG 5)
- Course content
- Resolving conflicts of interests by reconciling interests, by appealing to rights and by power. Distributive and integrative negotiations, their characteristics and when to use them. Key concepts: BATNA (best alternative to negotiated agreement), reservation price, ZOPA (zone of possible agreement), value creation through trades. Nine steps of preparation for a negotiation. Negotiation tactics: making a good start, tactics of distributive and integrative negotiation, framing. Barriers to negotiation: information issues, structural impediments, difficulties with communication, cultural differences. Mental barriers: escalation, partisan perception, irrational expectations, overconfidence, unchecked emotions. Creating and maintaining good relationship.
- Assessment method
- Grades offered during the semester: 60-69% satisfactory, 70-84% good, 85-100% excellent Examination grade: 50-54% pass, 55-69%, satisfactory, 70-84% good, 85-100% excellent The current assessment and evaluation requirements of the ELTE GTK apply, which can be found on the GTK TH website under the student's level of training.
- Bibliography
- Richard Luecke: Harvard Business Essentials: Guide to Negotiation. Harvard Business School Publishing Corporation. Chapters 1-8. (recommended)