Managing Negotiations: Getting to Yes - Period 2

Negotiation is all around you, whether it concerns international disputes, labor agreement negotiations, or even a discussion at home about who does the grocery shopping. To reconcile these kind of dilemmas successfully, you have to negotiate. Therefore, the overall theme of this minor program, is to become an effective negotiator, where all disputants feel confident or even happy with the jointly reached outcome. Throughout the course, we combine theoretical knowledge from the lectures with practical exercises (role-play simulations). The three parts of the course are:
Part 1: how to negotiate in a strategic and rational way?
Part 2: which psychological aspects come into play during negotiating?
Part 3: what are the implications of cross-cultural negotiations?

Vrije Universiteit Amsterdam (VU Amsterdam) awards credits based on the ECTS system. Contact hours listed under a course description may vary due to the combination of lecture-based and independent work required for each course therefore, CEA's recommended credits are based on the ECTS credits assigned by VU Amsterdam. 1 ECTS equals 28 contact hours assigned by VU Amsterdam.