Fachbereich SK - HS Fulda : Veranstaltungen

“Negotiation” is everywhere. You can find the expression in the public political sphere where the term refers to special activities of governmental and non-governmental actors and global players; you can find the expression in the economic sphere where it refers to the activities of managers and is used as a synonym for bargaining; you can find the term in some actual sociological, psychological and communication theories where all social phenomena are said to be negotiated (power, identity, role, meaning, …). Whatever the reasons for this omnipresence of the term “negotiation” might be – it is reason enough to deal with this concept in an academic context.

The core objectives of this course Intercultural Negotiation include:

· Gaining a board understanding of the relevant aspects of the concept “negotiation”,

· Improving methodological abilities in understanding negotiation phenomena,

· Practicing individual abilities to manage conflicts through the process of negotiation,

· Assessing the relevance of negotiation in the domain of intercultural relations.

Course Design:

The course consists of three parts: a weekly seminar, an excursion to the Akademie für Information und Kommunikation der Bundeswehr, Strausberg b. Berlin (21.-22.6. 2006), additional lectures held by invited speakers.

Course Requirements:

Students give presentations related to one of the listed topics and discuss questions related to the papers.

Literature:

See Class Schedule. A reader with relevant papers is available at the beginning of the semester.

Class Schedule:

· 04.26 International Negotiation: Hanne, Beste, Firdaus

Fisher (1980) International Negotiation: a Cross-Cultural Perspective. Chicago.

Myers & Filner (1997) Conflict resolution across cultures: from talking it out to third party mediation. Amherst, Mass.

Cohen (1999) Negotiating across cultures: international communication in an interdependent world. Washington.

*Druckman (2001) Turning Points in International Negotiation. In: Journal of Conflict Resolution 45; 519-544.

· 05.03 Ethnic Conflicts: Nerissa, Alberto, Andrea, Özcan, Seda

*Ropers (1996) Roles and Functions of Third Parties in the Constructive Management of Ethnopolitical Conflicts. Berlin.

Scherrer (2003) Ethnicity, nationalism and violence: conflict management, human rights, and multilateral regimes. Burlington, VT.

Schlee (2002) Imagines differences: hatred and the construction of identity. Münster.

· 05.11 The Role of Affect in Negotiation: Alexandra, Chia-Lin, Vera, Yu

*Barry & Fulmer (2004) Methodological challenges in the study of negotiator affect. In: International Negotiation 9; 485-502.

*Barry, Fulmer & Goates (2005) Bargaining with Feeling: Emotionality in and Around Negotiation. In: In L. Thompson (Ed.), Negotiation. Theory and Research New York. 99-127.

Fisher & Shapiro (2005) Beyond Reason. Using Emotions as You Negotiate. New York.

05.17 Excursion to Brussels

· 05.24 Managing Complexity in Negotiation: Denise, Nafisa, Michael

*Watkins (2003) Strategic simplification: Towards a theory of modular design in negotiation. In: International Negotiation 8; 149-167.

· 05.24 Theories of Negotiation: Marie, Sandra

Fisher, Ury & Patton (1991) Getting to Yes. Negotiating Agreement Without Giving in. Boston.

Patton, Bruce & Stone (2000) Difficult Conversations. How to discuss what matters most. Harmondsworth.

Pruitt (1993) Negotiation in social conflict. Buckingham.

· The Interaction Order of Negotiation

Firth (1995) The Discourse of Negotiation: Studies of Language in the Workplace. Oxford.

· Methodological Approaches to Negotiation

*Matz (2004) How much do we know about real negotiations? Problems in constructing case studies. In: International Negotiation 9; 359-374.

*Putnam (2005) Discourse Analysis: Mucking around with negotiation data. In: International Negotiation 10; 17-32.

*Friedman (2004) Studying negotiations in contexts: An ethnographic approach. In: International Negotiation 9; 375-384.

*Pruitt (2005) Field experiments on social conflict. In: International Negotiation 10; 33-49.

· Negotiation and Improvisation: Ramona, Henrike

*Balachandra et al. (2005) Improvisation and Teaching Negotiation: Developing Three Essential Skills. In: Negotiation Journal 21;

*Balachandra et al. (2005) Improvisation and Negotiation : Expecting the Unexpected. In Negotiation Journal 21;

· Mediation: Christin, Beyhan, Andrea, Olha

Nothdurft (1996) Konfliktstoff. Gesprächsanalyse der Konfliktbearbeitung in Schlichtungsgesprächen. Berlin.

*Nothdurft (1995) Environmental Mediation: Insights into the Microcosm and Outlooks for Political Implications. In: Renn, Webler & Wiedemann (eds.) Fairness and Competence in Citizen Participation. Dordrecht, Boston, London, 267-282.

*Nothdurft & Spranz-Fogasy (1986) Der kulturelle Kontext von Schlichtung. Zum Stand der Schlichtungsforschung in der Rechtsanthropologie. In: Zeitschrift für Rechtssoziologie 7, 31-52.

· Intercultural Business Negotiation: Katja, Singh, Lalang

Martin (2001) German-Irish sales negotiation: theory, practice and pedagogical implications. Frankfurt/M.

Poncini (2004) Discursive Strategies in Multicultural Business Meetings. Bern etc.

Ehlich & Wagner 1995) The Discourse of Business Negotiation. Berlin.

* : Part of the Seminar Reader

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