Παρουσίαση/Προβολή

Course Objectives/Goals

Negotiation is a complex process that requires knowledge, skill, and practice. The aim of this course is to provide the necessary knowledge to effectively prepare for a negotiation, plan a negotiation strategy and deal with conflicts and contingencies. The course also aims at developing those skills that will enable students to effectively communicate with others, manage their emotions, decode their counterparts’ interests, etc. Finally, students will participate in negotiation role-plays to apply theory, get feedback, reflect on the outcome and, hence, further enhance their knowledge and abilities.

Upon completion of this course, the students will be able to:

1. Demonstrate the ability to apply fundamental concepts and theories in conflict management and negotiations to real-world business situations.
2. Be able to analyze the behavior and motives of individuals and the contextual parameters of negotiation and integrate this information into their own behavior.
3. Appraise the advantages and disadvantages of alternative types of competitive and cooperative behavior.
4. Be able to integrate theory and feedback from in-class negotiation simulations and case studies to future negotiations.

Instructors

Stavros Vourloumis, Ph.D.

E-mail: stavour@aueb.gr