Negotiations
space
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 2022/2023 Autumn semester
Not opened for teaching. Click the study programme link below to see the nominal division schedule.
lecturer of 2022/2023 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:
-
Teacher
Arno Baltin
space