Work and Organizational Psychology in International and Intercultural Contexts
Full course description
Recent research on negotiations and the implications for conflict resolution on the international and intercultural level are discussed. In addition to basic principles of psychological processes in the context of negotiations (e.g., preparation of negotiations, entering negotiations, negotiations strategies and tactics, cognitive, motivational and affective processes in the negotiation process, negotiation outcomes and post-negotiation perceptions) the course will deal with the specific characteristics of international and intercultural negotiations. Introducing the basics of negotiation research, the course will deal with psychological processes on the intra- and interindividual level. In addition, the impact of contextual factors will be discussed. In addition, students will reflect on current directions in negotiation research with a focus on empirical studies. Moreover, empirical studies on negotiations will be linked to current reports on international and intercultural negotiations in the media. Students will be introduced to the mindset theory of negotiation research and will reflect on this theoretical approach based on practical exercises (i.e., negotiation simulations). Finally, students will gain insight into the specific characteristics of negotiations between parties from different cultural backgrounds. In this way, students’ awareness is raised for intercultural issues in a globalized world. In sum, the course will deal with psychological processes in negotiations, will reflect on specific characteristics of negotiations on the international and intercultural level, will provide negotiation exercises, and will discuss recent directions of negotiation research particularly with a focus on international and intercultural negotiation studies.
Course objectives
Students will gain a general overview on negotiation research. Based on this knowledge students learn to discuss empirical studies being recently published in the field of negotiation research. Through their participation in negotiations exercises students will experience psychological processes in the ongoing negotiation process. Students will reflect on their experiences and the corresponding psychological processes based on a comprehensive literature review. Moreover, students will learn to link negotiation theory to real world negotiations based on current media reports. Students will be introduced to the specific characteristics of negotiations on the international and intercultural level.
Moreover, students will be provided with substantial knowledge and experiences in socially interdependent and complex situations, such as negotiations on the international and intercultural level. Furthermore, students will improve their social, communication and leadership skills through their participation in complex negotiation exercises.