TLÜ ÕIS

Negotiations

Course code

PSO7037.LT

old course code

PSO7037

Course title in Estonian

Läbirääkimised

Course title in English

Negotiations

ECTS credits

4.0

Assessment form

assessment

lecturer of 2024/2025 Autumn semester

Not opened for teaching. Click the study programme link below to see the nominal division schedule.

lecturer of 2024/2025 Spring semester

Not opened for teaching. Click the study programme link below to see the nominal division schedule.

Course aims

To obtain an understanding of the social psychological models of negotiations. Through simulations obtain experience in preparation for, conducting and evaluating negotiations.

Brief description of the course

Social psychological approach to negotiation. Overview of the main theoretical models and two main methods (integrative and distributive) of negotiating. Through solving practical negotiation tasks (simulations) participants acquire the experience of preparing, conducting and giving meaning to negotiation. The acquired concepts are applied into a thorough analysis of an actual negotiation case.
Methods include lecture, participation in simulations, discussion of simulation outcomes, reflecting on one’s negotiation competency with questionnaires, analysis of actual negotiations.

Learning outcomes in the course

Upon completing the course the student:
- has an understanding of negotiation theory;
- is familiar with the content and sources of negotiation know-how;
- is able to apply know-how in the negotiation process;
- is able to apply theory in analyzing specific negotiation situations.

Teacher

Arno Baltin

Study programmes containing that course