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HU Credits:
3
Degree/Cycle:
2nd degree (Master)
Responsible Department:
Law
Semester:
2nd Semester
Teaching Languages:
Hebrew
Campus:
Mt. Scopus
Course/Module Coordinator:
Michael Tsur
Coordinator Office Hours:
by prior arrangement
Teaching Staff:
Zor Michael
Course/Module description:
The participants are exposed to the most recent and updated methods in the field of negotiation in different levels. Due to the understanding that students are facing and dealing with negotiation situations on daily basis, the course enables structured analysis and way of thinking in preparation and throughout the negotiation processes emphasizing on the improving the soft-skills and interpersonal interaction abilities.
Course/Module aims:
To enable participants a vast understanding of what is the negotiation process based on personal tendencies including the awareness to the environmental and social effects.
Enabling reflective thinking on the negotiation process including structured analysis.
Enable maintaining and monitoring personal criticism while coping with different negotiation processes and improving self-confidence in the ability of conducting and controlling the negotiation.
Learning outcomes - On successful completion of this module, students should be able to:
At the end of the course, the participants will be able to:
Prepare for negotiation processes at different levels of challenge.
Apply the methodologies and methods learned while managing various negotiation processes.
Understand the dynamics of negotiation processes and deal with objections.
Identify inherent failures in negotiation processes and deal with them.
To conduct effective and useful negotiations in stressful and stressful situations.
Analyze negotiation processes including the ability to hold and lead processes at different levels of complexity.
Attendance requirements(%):
90%
Teaching arrangement and method of instruction:
Teaching methods:
Active face-to-face teaching while encouraging discussion and group feedback. As part of the meetings, active experiences of the participants in simulations, role plays and cases from everyday life will be integrated, discussion and analysis of the participants' actions and training in methods for conducting negotiations at different levels and situations, while adapting them to the reality of the participants in the legal work environment.
Course/Module Content:
Negotiation in a challenging reality- basic approach
Action-reaction cycle- importance of trust, rejection and validation
Group dynamic in negotiation- representative dilemma
Definition of negotiation and successful negotiation
Goal in challenging negotiation- the What and the How
The seven elements in collaborative interest-based negotiation- recent and updated approach
Managing assets in negotiation- the role of money
Pitfalls in negotiation
The fiction of power and escaping to hierarchy
Identifying your personal style in managing conflict
Dealing and coping with resistance in negotiation
Stress in negotiation- awareness and dealing with pressure.
Required Reading:
צור מ. ( 2012 ) ניהול מו"מ - להגיע לאופטימו"מ
צור מ. ( 2006) ניהול משבר ומה שביניהם
Additional Reading Material:
Patton & Heen ( 2000) Difficult Conversations-Stone ,NY :Penguin Books
,Fisher ,Ury & patton (2012) Getting To Yes, Negotiating Agreement Without Giving In
U,S cornerstone
Adam M. and Barry J. Nalebuff (2015) Co-opetition ,A Revolution Mindset that Combines Competition and Cooperation ,The Game Theory Strategy that’s changing the game of business ,N.Y, Crowen Business
Fisher R. Shapiro D. (2006), Beyond Reason, Using Emotions as you negotiate
N.Y penguin books
Grading Scheme :
Essay / Project / Final Assignment / Home Exam / Referat 30 %
Active Participation / Team Assignment 10 %
Submission assignments during the semester: Exercises / Essays / Audits / Reports / Forum / Simulation / others 40 %
Attendance / Participation in Field Excursion 20 %
Additional information:
Summary work - will be submitted at the end of the course. The length of the work will be five pages. In this work, there is an opportunity to refer to negotiations and conflict processes as a process, from a broader perspective that becomes possible with the end of learning. You can focus on a certain aspect and expand on it from an overall view and understanding of the negotiation procedures and their meanings. The ambition is to encourage the participants to challenge the methods taught and test them on authentic cases and situations, to plan, implement and evaluate the effectiveness of the methods and thereby also try and experiment on a practical level.
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