Negotiation

  • Teaching

    Details

    Faculty Faculty of Humanities
    Domain Psychology
    Code UE-L25.01660
    Languages English
    Type of lesson Cours bloc
    Level Master
    Semester AS-2026

    Schedules and rooms

    Summary schedule This course is given in block format. Please consult the exact dates under the "Dates and Rooms" tab.

    Teaching

    Responsibles
    • Camps Jeroen
    Teachers
    • Camps Jeroen
    Description

    Throughout one’s professional and personal life there are many instances during which one has to negotiate with one or several other parties in order to reach a desired goal. In this course students learn about the key concepts that are relevant for such negotiations and how they can adjust their own approach to the situation at hand. Key concepts that are being addressed in this course are:

    ·        Best and worst outcome one intends to agree with

    ·        Settlement range

    ·        BATNA and WATNA

    ·        Distributive and integrative bargaining

    ·        Individual and cultural differences in negotiations

    ·        Emotions and negotiations

    ·        Phases in negotiations

    ·        Trust

    ·        Unintended unethical behavior in negotiations

    Students will learn about these concepts through a) participating in a variety of negotiation exercises, b) completing multiple self-assessments that provide insights on one’s personal tendencies during negotiations, and c) lectures on empirical insights on negotiations.  
    Softskills No
    Off field No
    BeNeFri No
    Mobility Yes
    UniPop No
  • Dates and rooms
    Date Hour Type of lesson Place
    06.11.2026 09:15 - 17:00 Cours
    07.11.2026 09:15 - 17:00 Cours
  • Assessments methods

    Written paper - AS-2026, Session d'hiver 2027

    Assessments methods By rating

    Written paper - SS-2027, Session d'été 2027

    Assessments methods By rating

    Written paper - SS-2027, Autumn Session 2027

    Assessments methods By rating

    Written paper - AS-2027, Session d'hiver 2028

    Assessments methods By rating
  • Assignment
    Valid for the following curricula:
    Psychology 30 [MA]
    Version: SA21_MA_PS_fr_de_bil_v01
    Option Cognitive Neuroscience > « Occupational Health Psychology » et « Human Factors »
    Option Developmental & School Psychology > « Occupational Health Psychology » et « Human Factors »
    Option Work Psychology & Health Psychology > Psychologie du Travail et des « Human Factors »
    Option Work Psychology & Health Psychology > Occupational Health Psychology
    Option Clinical Psychology & Health Psychology > 1 module à choix > « Occupational Health Psychology » et « Human Factors »
    Psychology 30 [MA]
    Version: SA22_MA_PS_fr_de_bil_v01
    Option Clinical Psychology & Health Psychology > 1 module à choix > « Occupational Health Psychology » et « Human Factors »
    Option Work Psychology & Health Psychology > Psychologie du Travail et des « Human Factors »
    Option Work Psychology & Health Psychology > Occupational Health Psychology
    Option Cognitive Neuroscience > « Occupational Health Psychology » et « Human Factors »
    Option Developmental & School Psychology > « Occupational Health Psychology » et « Human Factors »
    Psychology 30 [MA]
    Version: SA18_MA_P2_fr_de_bil_v01
    Specialisation Module > „Occupational Health Psychology and "Human Factors” (W&O A)
    Psychology 90 [MA]
    Version: SA22_MA_PA_fr_de_bil_v01
    Options > Work & Organisational Psychology > Psychologie du Travail et des « Human Factors »
    Options > Work & Organisational Psychology > Occupational Health Psychology
    Psychology 90 [MA]
    Version: SA21_MA_PA_fr_de_bil_v01
    Options > Work & Organisational Psychology > Psychologie du Travail et des « Human Factors »
    Options > Work & Organisational Psychology > Occupational Health Psychology