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In this course we will take an interactive learning-by-doing-approach to selected task-people-constellations in negotiating.
We will get acquainted with the world famous Harvard approach to negotiation, trying to experience some of its basic recommendations.
To this end, during our first session (towards end of your workshop day I), all students will be assigned one chapter of the book Getting to yes by Fisher/Ury which they shall impart to their fellow students during our workshop day II in group work (Details of the group puzzle well be doing will be explained during our first day)
We will proceed experimenting with the Harvard model in international sales settings.
Some of the important topics will be trying to find answers to the following questions:
- What are the differences in the negotiation process if
o individuals
o groups
o mixed international groups opposing each other are involved
- What common tactics or tricks in sales negotiations should we know and which are options to react to them?
- How do culture-specific values, attitudes, behaviour and communication styles affect sales negotiations?
Students are encouraged to bring along examples, notions, attitudes and inferences from their own countries or foreign countries they have experiences with.
We will rely heavily on role plays and group feedback so each student will have the opportunity and is expected to experience her or his behaviour in negotiations, experimenting the influences her/his conduct has on others.
One important secondary objective and side benefit of this course, therefore, is applying the rules of giving and receiving feedback to/from others in a supportive and constructive fashion. |
