365-0347-00L Negotiation and Advocacy Skills
| Semester | Herbstsemester 2019 |
| Dozierende | M. Gutmann |
| Periodizität | jährlich wiederkehrende Veranstaltung |
| Lehrsprache | Englisch |
| Kommentar | Exclusively for MAS MTEC students (third semester). Completion of “Introduction to Negotiation” (363-1039-00) in an earlier semester is mandatory. Once you have completed the course enrollment in «myStudies», please press the button «Learning Materials» to access the Moodle course. Directly afterwards you must select a date for the block course in Moodle. |
Lehrveranstaltungen
| Nummer | Titel | Umfang | Dozierende | |||||||
|---|---|---|---|---|---|---|---|---|---|---|
| 365-0347-00 S | Negotiation and Advocacy Skills Two-day course: 21./22.11.2019. Thursday: 11:00-20:00 and Friday: 08:15-17:00. | 16s Std. |
| M. Gutmann |
Katalogdaten
| Kurzbeschreibung | Participants are introduced to practical frameworks for negations and advocacy and apply them in discussions, cases and exercises. |
| Lernziel | In this course participants are introduced to the practical dimensions of how organization's represent their interests vis-à-vis external stakeholders. Participants will learn basic frameworks and theories for -stakeholder mapping and management -advocacy campaign design -negotiations preparation and execution and apply them to practical contexts through discussions, group exercises and simulations. |
| Inhalt | This two-day skills course gives students a basic introduction to how organizations represent their interests vis-à-vis external stakeholders. In particular, it examines negotiations (exchanges between parties designed to reconcile their differences and produce a settlement) and advocacy (imparting or exchanging information through speaking, writing or some other medium with the aim of influencing another party). The course comprises a mixture of lectures, discussions, group work and simulations. It complements the material covered in Introduction to Negotiation, a required pre-requisite to this course. The first day focuses on negotiations skills and covers the following topics: -Planning and preparation for negotiations -Common frameworks for negotiations -Social dimensions (power, influence, persuasion, behavior cues, culture, and gender) of negotiations -Ethics and ethical dilemmas in negotiations and advocacy The main group exercise of the first day is a negotiation simulation. The second day focuses on advocacy and covers the following topics: -Lobbying and political communications foundations -Stakeholder mapping and management -Advocacy campaign design -Message and presentation design The main group exercise of the second day is a case study discussion and presentation. The course is structured to give an introductory overview of the topics. Recommended readings for further studies will be provided on moodle. Students will be required to read the instructions for the negotiation simulation and the case study before arriving in class. Attendance and participation is required on both course days. |
| Literatur | Pre-session reading is composed of: -a short case study -instructions/mandate for a negotiation simulation All required and recommended readings will be available on moodle. |
Leistungskontrolle
| Information zur Leistungskontrolle (gültig bis die Lerneinheit neu gelesen wird) | |
Leistungskontrolle als Semesterkurs | |
| ECTS Kreditpunkte | 1 KP |
| Prüfende | M. Gutmann |
| Form | unbenotete Semesterleistung |
| Prüfungssprache | Englisch |
| Repetition | Repetition nur nach erneuter Belegung der Lerneinheit möglich. |
| Zusatzinformation zum Prüfungsmodus | Credit points will only be assigned if the following criteria are met: Full attendance of both course days and full completion of all course assignments. |
Lernmaterialien
| Keine öffentlichen Lernmaterialien verfügbar. | |
| Es werden nur die öffentlichen Lernmaterialien aufgeführt. |
Gruppen
| Keine Informationen zu Gruppen vorhanden. |
Einschränkungen
| Plätze | Maximal 60 |
| Vorrang | Die Belegung der Lerneinheit ist nur durch die primäre Zielgruppe möglich |
| Primäre Zielgruppe | MAS ETH in Management, Technology, and Economics (365000) ab Semester 03 |
| Warteliste | Bis 29.09.2019 |
| Belegungsende | Belegung nur bis 15.09.2019 möglich |
Angeboten in
| Studiengang | Bereich | Typ | |
|---|---|---|---|
| MAS in Management, Technology, and Economics | Skill-Based Training, 1. und 3. Semester | W |  |