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Negotiations in International and Intercultural Contexts (Vorlesung/Seminar)

Dozent/in: Roman Trötschel, Hong Zhang

wöchentlich | Mittwoch | 12:15 - 13:45 | 06.04.2022 - 06.07.2022 | C 1.005 Seminarraum

Inhalt: Recent research on negotiations and the implications for conflict resolution on the international and intercultural level are discussed. In addition to basic principles of psychological processes in the context of negotiations (e.g., preparation of negotiations, entering negotiations, negotiations strategies and tactics, cognitive, motivational and affective processes in the negotiation process, negotiation outcomes and post-negotiation perceptions) the course will deal with the specific characteristics of international and intercultural negotiations. Introducing the basics of negotiation research, the course will deal with psychological processes on the intra- and interindividual level. In addition, the impact of contextual factors will be discussed. In addition, students will reflect on current directions in negotiation research with a focus on empirical studies. Moreover, empirical studies on negotiations will be linked to current reports on international and intercultural negotiations in the media. Students will be introduced to the mindset theory of negotiation research and will reflect on this theoretical approach based on practical exercises (i.e., negotiation simulations). Finally, students will gain insight into the specific characteristics of negotiations between parties from different cultural backgrounds. In this way, students’ awareness is raised for intercultural issues in a globalized world. In sum, the course will deal with psychological processes in negotiations, will reflect on specific characteristics of negotiations on the international and intercultural level, will provide negotiation exercises, and will discuss recent directions of negotiation research particularly with a focus on international and intercultural negotiation studies.