OUR ACADEMIC DEPARTEMENTS |
Lesson details
 | E-NEGOTIATION | ||
2018-2019 | EnIESEG School of Management
(
IÉSEG
)
| ||
Class code : | 1819-IÉSEG-M1S1-NEG-MA-EI20UE | NEGOTIATION | |
| Level | Year | Period | Language of instruction |
|---|---|---|---|
| Master | 1 | S1 | EnEnglish |
| Academic responsibility | C.CHEN |
|---|---|
| Lecturer(s) | Chavi CHEN |
- This class exists in these courses :
- IÉSEG > IESEG Degree - Programme Grande École > Semester 1 > 2,00 ECTS
Prerequisites
A basic knowledge of negotiation will be ideal.
Ability to incorporate Skype, Facetime, Whatsapp, e-mail or other communication media
Learning outcomes
Students will be challenged to react to different scenarios and develop their adaptation ability to technological frustration. Students are required to incorporate by adopting theorectical concepts, analysing different case studies and reflecting different perspectives.
At the end of the course, the student should be able to:
1. Realise how different chocies of Information Communication and Technologies (ICTs) create advantegous and disadvantageous situations in e-negotiation.
2. Develop persuasive skills in text-based negotiation.
Course description
Students will be required to participate in negotiation role play activities and analyse the assigned case from the role play.
The students will better understand the impact of text-based, audio and video-conferencing negotiation.
Class type
Class structure
| Type of course | Numbers of hours | Comments | |
|---|---|---|---|
| Face to face | |||
| lecture | 2,00 | Lecture | |
| Interactive class | 14,00 | Role play | |
| Independent work | |||
| Research | 6,00 | Written assignment | |
| E-Learning | 10,00 | Written assignment | |
| Independent study | |||
| Estimated personal workload | 8,00 | Role play case reading | |
| Individual Project | 10,00 | Written assignment | |
| Total student workload | 50,00 | ||
Teaching methods
- E-learning
- Interactive class
- Project work
- Research
Assessment
Course participation in terms to group discussion, individual attentiveness, punctuality.
Exercise in the form of role play activities, individual reflection for discussion.
Written report is associated with using academic journals and books to identify some key elements in order to reflect e-negotiation practices.
| Type of control | Duration | Number | Percentage break-down |
|---|---|---|---|
| Continuous assessment | |||
| Participation | 0,00 | 0 | 30,00 |
| Exercises | 8,00 | 0 | 30,00 |
| Others | |||
| Written Report | 26,00 | 0 | 40,00 |
| TOTAL | 100,00 | ||
Recommended reading
- Amira Galin, Miron Gross, Gavriel Gosalker (2007) E-negotiation versus face-to-face negotiation what has changed – if anything? Computers in Human Behavior, 23(1): 787-797. -
- Jennifer Parlamis; Geiger, Ingmar (2015). )Mind the Medium: A Qualitative Analysis of Email Negotiation. Group Decision & Negotiation. 24(2): p359-381. -
- Ingmar Geiger; Jennifer Parlamis (2014). Is there more to email negotiation than email? The role of email affinity. Computers in Human Behavior, Volume 32, March: 67-78. -
- Alan R. Dennis, Robert M. Fuller, Joseph S. Valacich (2008). Media, tasks, and communication processes: a theory of media synchronicity. 32(3): 575-600. -
* This information is non-binding and can be subject to change
