POLS422 Изкуството на преговорите (The Art of Negotiations)
Анотация:
COURSE ANNOTATION AND AIMS:
The course presents to the attention of students the genesis, structure, dynamics and outcomes of processes of conflict solving and negotiations. Studies the negotiation process in different areas and in different fields of international relations.
The course aims at forming extensive knowledge of conflict resolution and achieving results in the negotiation process and to gain specific knowledge about the characteristics of the process in different fields and arenas of international relations.
Преподавател(и):
гл. ас. Вероника Азарова д-р
Описание на курса:
Компетенции:
After completing successfully this course the students will:
1) know:
o Key concepts, principles, strategic and practical strategies in negotiations management
o Have a specific knowledge on particular aspects of the cases presented and studied
2) are able to:
o How to negotiate, evaluate negotiation results achieved by public actors in the political field.
3) job opportunities, according to the National Register of Jobs and Positions in the Republic of Bulgaria:
Experts in social and related sciences and humanities.
Teachers in universities, colleges and other academic schools.
Diplomats.
Journalists and editors.
Предварителни изисквания:
Форми на провеждане:
Редовен
Учебни форми:
Лекция
Език, на който се води курса:
Английски
Теми, които се разглеждат в курса:
- Conflicts and their decisions
- Objectives and means of negotiations
- Principles of negotiation
- Planning a negotiation
- Business negotiations
- Political negotiations - I
- Political negotiations -II
- Political negotiations -III
- International political negotiations - I, historical overview
- Iinternational political negotiations - II, contemporary challenges
- Negotiations and international institutions
- Recent case of negotiations: Bulgaria and EU
- Negotiation process and the Russia-Ukraine war
- Negotiation process in the Near East
- Recent case of negotiations and "bandit country"
Литература по темите:
Suggested readings:
1. Adler, R. S., B. Rosen, and E.M. Silverstein. "Emotions in Negotiation. How to Manage Fear and Anger." Negotiation Journal 14 (1998): 161-179.
2. Anstey, M. Negotiating Conflict. Cape Town, South Africa: Juta & Co. Ltd., 1991.
3. Bazerman M.H., and M.A. Neale. Negotiating Rationally. New York: Free Press, 1992. read a review.
4. Breslin, J.W., and J.Z. Rubin, eds. Negotiation Theory and Practice. Cambridge, MA: Program on Negotiation Books, 1991. read a review.
5. Brett, Jeanne M., et al. "Culture and Joint Gains in Negotiation." Negotiation Journal 14 (1998): 61-84.
6. Cohen, Herb. You Can Negotiate Anything. New York: Bantam Books, 1989.
7. Corry, David J. The Art of Mutual Gains Bargaining. Aurora, ON: Canada Law Book, 2000.
8. Craver, Charles B. Effective Legal Negotiation and Settlement. Third edition. Charlotteville, VA: Michie, 1997. read a review.
9. Cutcher-Gershenfeld, Joel, Robert B. McKersie, and Richard E. Walton. Pathways to Change: Case Studies of Strategic Negotiations. Kalamazoo, MI: W.E. Upjohn Institute for Employment Research, 1995.
10. Davis, Albie M. "An Interview with Mary Parker Follett." Negotiation Journal (July 1989): 223-235.
11. Druckman, Daniel. "Negotiation." In Conflict, edited by Sandra Cheldelin, Daniel Druckman, and Larissa Fast. 2nd edition. New York, London: Continuum, 2008.
12. Druckman, Daniel, ed. Negotiation: Social-Psychological Perspectives. Beverly Hills, CA: Sage Publications, 1977.
13. Edelman, J., and M.B. Crain. The Tao of Negotiation. New York: Harper, 1993. read a review.
14. Farrow, Trevor C. W. "Negotiation, Mediation, Globalization Protests and Police: Right Processes; Wrong System, Issues, Parties and Time." Queen's Law Journal 28 (2003): 665-703. read an annotation
15. Fisher, Roger, and Scott Brown. Getting Together: Building Relationships As We Negotiate. New York: Penguin Books, 1989.
16. Freund, James C. Smart Negotiating: How to Make Good Deals in the Real World. New York: Simon & Schuster, 1993.
17. Gifford, D. Legal Negotiations: Theory and Application. St. Paul, Minnesota: West Publishing Co., 1989. read a review
18. Goh, Bee Chen. Negotiating with the Chinese. Brookfield, VT: Dartmouth Publishing Co., Ashgate Publishing Co., 1996. read a review.
19. Gulliver, P.H. Disputes & Negotiations: A Cross-Cultural Perspective. New York: Academic Press, 1979.
20. Hall, Lavinia, ed. Negotiation: Strategies for Mutual Gain. Newbury Park, CA: Sage Publications, 1993. read a review.
21. Hammond, John S., Ralph L. Keeney, and Howard Raiffa. Smart Choices: A Practical Guide to Better Decisions. Boston, MA: Harvard Business School, 1999. read a review.
22. Hoffman, Ben. Conflict, Power, Persuasion: Negotiating Effectively.2nd ed. North York, ON: Captus Press, 1993. read a review.
23. Hopmann, P. Terrence. The Negotiation Process and the Resolution of International Conflicts. Columbia, SC: University of South Carolina Press, 1996. read a review.
24. Jandt, Fred E. Win-Win Negotiating: Turning Conflict into Agreement. John Wiley & Sons, Inc., 1987.
25. Kolb, Deborah M. "The Love for Three Oranges Or: What Did We Miss About Ms. Follett in the Library?" Negotiation Journal (October 1995): 339-48.
26. Kritek, Phyllis Beck. Negotiating at an Uneven Table: Developing Moral Courage in Resolving Our Conflicts. San Francisco, CA: Jossey-Bass Publishers, 1994. read a review
27. Lax, D.A., and J.K. Sebenius. The Manager as Negotiator: Bargaining for Cooperation and Competitive Gain. New York: Free Press, 1986.
28. Lewicki, Roy J., David M. Saunders, and John W. Minton. Negotiation: Readings, Exercises, and Cases. Third edition. Columbus, OH: Richard D. Irwin and McGraw Hill, 1999. read a review
29. Lewicki, Roy J. et al. Essentials of Negotiation. Homewood, IL: Richard D. Irwin, 1996.
30. McRae, Brad. The Seven Strategies of Master Negotiators: Featuring Real-Life Insights From Canadas Top Negotiators. Whitby, ON: McGraw Hill, 2002.
31. Menkel-Meadow, Carrie. "Lawyer Negotiations: Theories and Realities - What Do We Learn From Mediation?" Minnesota Law Review 56 (1993).
32. Mnookin, Robert H., Scott R. Peppet, and Andrew S. Tulumello. Beyond Winning: Negotiating to Create Value in Deals and Disputes. Cambridge, MA: Belknap Press, 2000.
33. Nierenberg, Gerard. The Art of Negotiating. Commack, NY : Barnes & Noble Books, l995.
34. Pruitt, D. G., and P.C. Carnevale. Negotiation in Social Conflict. Pacific Grove, CA: Brooks/Cole, 1993.
35. Raiffa, Howard. Lectures on Negotiation Analysis. Program on Negotiation at Harvard Law School, 1996.
36. Reardon, Kathleen Kelley. The Skilled Negotiator. San Francisco: Jossey-Bass, 2004. read a review.
37. Sawyer, Jack and Guetzkow, Harold. "Bargaining and Negotiation in International Relations." In International Behavior, ed. Herbert C. Kelman. New York: Holt, Rinehart and Winston, 1965.
38. Schneider, Andrea Kupfer. "Shattering Negotiation Myths: Empirical Evidence on the Effectiveness of Negotiation Style." Harvard Negotiation Law Review 7 (Spring 2002): 143-233.
39. Sunstein, Cass R. "Incompletely Theorized Agreements." Harvard Law Review 108 (1995): 1733-72.
40. Thompson, Leigh. The Mind and Heart of the Negotiator. Upper Saddle River, NJ: Prentice Hall, 1998. read a review
41. Turek, Laura. Instructor's Manual to accompany Lewicki, Roy J., David M. Saunders, and John W. Minton. Negotiation: Readings, Exercises, and Cases. Third edition. Columbus, OH: Richard D. Irwin and McGraw Hill, 1999. read a review
42. Walton, Richard E. and McKersie, Robert B. A Behavioral Theory of Labor Negotiation: An Analysis of a Social Interaction System. Second edition. Ithaca, N.Y.: ILR Press, 1991. Reprint, with new introduction. Originally published, New York: McGraw-Hill, 1965. read a review.
43. Watkins, Michael. Breakthrough Business Negotiation. San Francisco: Jossey-Bass, 2002.
44. Watson, Carol. "An Examination of the Impact of Gender and Power on Managers' Negotiation Behavior and Outcomes: Implications for ADR Practitioners." In Beyond Borders: 19th Annual International Conference, San Diego, CA, October 17-20, 1991. Washington, D.C.: Society of Professionals in Dispute Resolution (SPIDR), 1992.
45. Watson, Carol. "Gender versus Power as a Predictor of Negotiation Behaviour and Outcomes." Negotiation Journal (1994): 117-27.
46. Wetlaufer, Gerald B. "The Limits of Integrative Bargaining." Georgetown Law Journal 85 (1996): 369-93.
47. Wheeler, Michael, and Carrie Menkel-Meadow, eds. What's Fair: Ethics for Negotiators. San Francisco: Jossey-Bass, 2004.
48. White, J.J. "The Pros and Cons of Getting to Yes." Journal of Legal Education 34 (1984):115-24. And Roger Fisher's response.
49. Williams, Gerald R. Legal Negotiation and Settlement. St. Paul, MN: West, 1983.
50. Zartman, I. William, and Guy Olivier Faure, eds. Escalation and Negotiation in International Conflicts. Cambridge: Cambridge University Press, 2006.
51. Zartman, I. William, and Jeffrey Z. Rubin, eds. Power and Negotiation. Ann Arbor: University of Michigan Press, 2000.