TJTS540 Intercultural Negotiation in IT (3 cr)
Study level:
Advanced studies
Grading scale:
0-5
Language:
Finnish
Responsible organisation:
Faculty of Information Technology
Curriculum periods:
2017-2018, 2018-2019, 2019-2020
Description
Content
•Recognize and use basic negotiating tactics
• Prepare a position and alternative positions
• Effectively discuss and compare positions
• Identify monetary and non-monetary interests of all parties
• Negotiate for robust agreements
• Consider culture as a factor in negotiations
Completion methods
Active attendance to the lectures
Written assignment
Learning outcomes
• Recognize and use basic negotiating tactics
• Prepare a position and alternative positions
• Effectively discuss and compare positions
• Identify monetary and non-monetary interests of all parties
• Negotiate for robust agreements
• Prepare a position and alternative positions
• Effectively discuss and compare positions
• Identify monetary and non-monetary interests of all parties
• Negotiate for robust agreements
Study materials
Read any or all of these:
Required: Bare Knuckle Negotiating (Hazeldine); optional: 3D negotiation (Lax and Sebenius); Getting to Yes (Fisher and Yuri); Getting past No (Ury)
Required: Bare Knuckle Negotiating (Hazeldine); optional: 3D negotiation (Lax and Sebenius); Getting to Yes (Fisher and Yuri); Getting past No (Ury)
Completion methods
Method 1
Select all marked parts
Parts of the completion methods
x
Unpublished assessment item