Schedule
Week 1: Introduction to Leading Multicultural Negotiation, setting the frame of the course, emphasizing group learning.
Week 2: What is a Negotiation process? The conceptual framework of negotiations leadership in systemic theory of our social life.
Week 3: Preparations for Negotiations – Primary Strategies.
Week 4: -- Developing Personal styles in leading negotiations.
Week 5: The Cultural Impact: Multicultural dynamics in negotiations.
Week 6: From theory to practice, Me, You, the Other and Us/We: our relations and the related impact of our cultural narratives in negotiations.
Week 7: Review for Midterm Exam.
Week 8: Power resources and relations in negotiations.
Week 9: Choosing the right strategy, the rational and the behavioral approaches (Prisoner Dilemma exercise).
Week 10: The illusion of seeing it all – the things we can’t see.. The invisible yet motivating processes in our social transactions.
Week 11: The method of Principled Negotiation, the third way.
Week 12: Innovative ways in Leading Multicultural negotiations: students’ learned skills and applications.
Week 13: Students’ presentations of Application Papers.
Week 14: Review for Final Exam.