Negotiation is one of the most important skills that a successful manager needs to possess. The goal of this course is to present and practice methods and techniques that can be effectively used in the process of negotiation as well as to demonstrate how to deal with the obstacles and complicating factors that might appear while applying them. The course focuses on the practical aspects of negotiation but has solid foundations in negotiation research.

Period
17-07-2013 - 07-08-2013 (3 weeks)

Target group
Master's students

Course aim
At the end of this course, the students should be able to:

- define and explain the two basic types of negotiation

- understand and apply the methods and techniques that can be effectively used in the process of distributive negotiation

- understand and apply principle based negotiation (Harvard method)

- interpret non-verbal communication



- recognize basic cues of deceit

- avoid cognitive biases and improve their rationality in negotiation

- improve their understanding of cross-cultural negotiation

- deal with the complexity of multiparty negotiation

Credits
5.0 ECTS credits

Course fee
EUR 0: Students on a bilateral exchange programme do not have to pay. Freemovers are obliged to pay participation fees while tuition fees only apply to freemovers from countries outside the EU/EEA/Switzerland.

Course leader
Remigiusz Smolinski, IESEG School of Management, France

Aarhus University International Centre
Address: Hoeg Guldbergs Gade 4, building 1650 Aarhus C
Postal code: 8000
City: Aarhus
Country: Denmark
Website: http://www.au.dk/summeruniversity
E-mail: SummerUniversity@adm.au.dk
Phone: +45 8942 2320