CLM KOM3 - Forhandlingskommunikation

Grundlæggende kendskab til organisationskommunikation, gode læseevner i engelsk

Der fokuseres på forhandlingstyper med højt interpersonelt indhold, fx jobsamtaler, salgs- og aftaleforhandling, mediering eller kollektive aftaler.

Grundlaget er:

Blandt mulige emner kan nævnes:

The idea is that you will build up an acute sense of what goes on when people talk in order to seek an agreement. Some concepts will keep coming back as we deal with different types of communication that is characteristic for negotiation, as this genre will cover a range of sub-processes, such as the exchange of information, the estimation of risk and making of a decision, the process of establishing trust: there are certain rights and obligations connected with talk and the roles people take in meetings, and they relate to concepts like fairness, credibility, and legitimacy. The job is to see how participants create and use influence to achieve their goals while respecting these values (or not, as the case may be).

To do this you need a range of tools from different kinds of methods of analysis. You need to be able to isolate a number of phenomena that turn up in a speech situation, and these will be drawn from linguistically oriented theories such as pragmatic interaction and argumentation analysis; from socialpsychology, such as theories of attribution and impression management; and from organizational psychology, such as theories of group dynamics and power distribution.

The purpose of acquiring a range of analytical tools is of course to be able to use them again outside the framework of this course, e.g. for choosing material and writing up future projects and theses. When you have had occasion to try out the theories in the practical jobs you will be doing in the course, you may be able to pinpoint where your particular interest lies.

CLM kommunikationsfag er tilrettelagt så de skærper bevidsthed om modtagers interesser og afsenders muligheder muligheder; der lægges vægt på at kombinere fagspecifik teori me afproøvning af kompetencer i praksis.

Formålet med undervisningen er at bibringe de studerende et teoretisk forhold til strategiske samtaletyper således at forhandlingsdeltagernes valg af ståsted, ramme og virkemidler kan genkendes, og deres reaktionsmønstre og forhandlingsprocessen kan følges i detaljer. Desuden skal de studerende opøve en praktisk færdighed i at analysere muligheder i en foreliggende situation og kunne føre en forhandling derefter.

Alt efter typen af den stillede opgave, som kan inkludere transskription eller rammer for en forhandling, skal den studerende kunne

5 timers skriftlig stedprøve på dansk med alle hjælpemidler, inkl. PC med netadgang.Opgavebesvarelsen skal have et omfang af ca. 6 sider a 1800 typeenheder.

Eksamensformen ændres muligvis

The following reading list is designed to be broad enough to contain both essential reading and bonus material, so that you can follow up a special interest, now or later. Some articles or chapters will be made available on Sitescape as we go along. Optional books are in the library.

As we go along, there will be group assignments that will necessitate reading from the list, and, by and large, you should be prepared to view the textbook as a starting point rather than just-enough-to-get-by-on.

Leigh Thompson: The Mind and Heart of the Negotiator.

Thematic reference list: secondary reading

Some methods cut across several themes, but by and large, the order is chronological, following the course plan.

Influence, Argument, Impression Management

SiteScape

Hargie, Owen and David Dickson 2004. Skilled interpersonal communication : Research, theory and practice 4th ed. London: Routledge. chapter 12: Influence and persuasion.

The psychological background for persuasion and resistance, including power and legitimacy

Tedeschi, James T. and Valerie Melburg 1984. Impression Management and Influence in the Organization. Sociology of Organizations 3, 31-58.

Introduction to the standard notions of defensive and assertive impression management

Optional:

Femø Nielsen, Mie 2001. Under lup i offentligheden. Kbh: Samfundslitteratur. Kap 8: Argumentation, 175-192

Includes counter-argumentation, which is so often missing, but crucial for interchange

Rosenfeld, Paul, Robert A Giacalone and Catherine A Riordan 2002. Impression Management. Building and enhancing reputations at work. London: Thomson Learning

Huczynski, Andrzej 2004 (2nd ed) Influencing within organizations. London: Routledge.

Practical, cynical, and enormously well researched. Huczynski actually teaches influence to business people in Glasgow. Do not go for a job interview without having read chapters 4-5.

Group dynamics, meetings, decision theory

SiteScape:

Handy, Charles 1999. Understanding Organizations 4th ed. Penguin Books. Chapter 6: On the working of groups

Morgan, Gareth 1998. Images of Organization, exec. ed. Sage.fr chapter 6: Exploring power, pp 162-174

Champoux, Joseph E 2003. Organizational behaviour, 2nd ed. Thomson SW. Chapter 14: Decision-making and problem-solving processes.

Decision theory is useful (particularly in retrospect)

Janis & Mann, "Decision Making. A Psychological Analysis of Conflict, Choice and Commitment", p. 45-80 (A Conflict Model of Decision Making) and p. 367-404 (Improving the Quality of Decision Making)

Optional:

Jennings, David & Stuart Wattam. Decision Making. An Integrated Approach. Pearson Education. Chapter 1 (Decision Making), chapter 5 (Organisational decision making) and chapter 10-11 (Strategic decision making and Ethics en decision making).

Negotiation

Course book

Sitescape:

Salacuse, Jeswald : The top ten ways culture affects negotiating style. Free download from his homepage.

http://fletcher.tufts.edu/faculty/salacuse/publications.asp

Optional:

Albin, Cecilia 2001. Justice and Fairness in International Negotiation. Cambridge: CUP.

In library as e-book. Marvellous, detailed international cases (politics, environmental problems, etc). Excellent first chapters on the idea of fairness

Brett, Jeanne M 2007. Negotiating globally . How to negotiate deals, resolve disputes, and make decisions across cultural boundaries. 2nd ed. San Francisco: Wiley. Very well researched and thoroughly useful.

Lewicki, Roy J, David M Saunders, John W Minton and Bruce Barry 2007. Negotiation. Readings, exercises, and cases. 5th ed. Boston. McGraw Hill.

There is one edited volume of this title, and one authored volume in the reference section (also under 0.61). The reference-shelf volume is written by the best scholars in the field from the Harvard Business School Negotiation Project.

Putnam, Linda and Michael E Roloff (eds) 1992. Communication and Negotiation. Newbury Park: Sage.

Good for language analysis.

Salacuse, Jeswald W 2003. The Global Negotiator. Making, managing, and mending deals around the world in the twenty-first century. New York: Palgrave Macmillan.

Anything by Salacuse is worthwhile for international negotiation – he is not keen on intercultural differences, which is refreshing