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

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)

Completion methods

Method 1

Select all marked parts
Parts of the completion methods
x
Unpublished assessment item