040268 SE IM: International Negotiations (E) (2012S)

Ziele & Inhalte

Ziel des Seminars ist es, den Teilnehmern vertiefendes Wissen über Verhandlungsprozesse und deren Einflussfaktoren zu vermitteln. Es werden verschiedene Aspekte der Verhandlungstheorien und deren Anwendungen diskutiert, sowie das Potential des elektronischen Verhandlungssystems bei Lösungsfindung und Konfliktbewältigung erörtert.

Beurteilung

Die Note setzt sich aus der Beurteilung der Seminararbeit und deren Präsentation im Seminar, der Beurteilung des Diskussionspapiers, sowie aus der Bewertung der Mitarbeit zusammen.

Aim & Scope

The aim of the seminar is to develop a thorough and deep understanding of negotiation processes and their influencing factors. We discuss various aspects of negotiation theory and practice and elaborate possibilities how to support negotiation and conflict resolution with electronic negotiation systems (eNS).

Assignments & Grading

Participants will be assessed based on the seminar paper, a discussion paper and presentation as well as in-class participation.

The seminar paper has to meet scientific standards and is preparing students for writing a diploma thesis. In their seminar paper, the participants should demonstrate a profound knowledge of the assigned topic. Based on a thorough literature review, students not only summarize their findings, but also develop an own perspective on a particular topic. The required length of the paper is approximately 5000 - 6000 words not including the appendices.

The paper has to be presented in-class. The presentation has to cover (a) a description of the problem and the specific research question, (b) a summary & the highlights of the review of relevant literature, and (c) a discussion of findings & possible future research questions. The presentation should last about 30 minutes and has to be designed for an "informed audience".

The course is designed to be highly interactive. Therefore, class attendance is required. To encourage in-class participation, students prepare & present a short discussion paper (800 - 1000 words) of an assigned seminar paper submitted by a colleague.