040609 KU International Negotiations (MA) (2019S)

4.00 ECTS (2.00 SWS), SPL 4 - Wirtschaftswissenschaften

Continuous assessment of course work

service email address: opim.bda@univie.ac.at

Moodle

Registration/Deregistration

Note: The time of your registration within the registration period has no effect on the allocation of places (no first come, first served).

Registration is open from Mo 11.02.2019 09:00 to We 20.02.2019 12:00
Registration is open from Tu 26.02.2019 09:00 to We 27.02.2019 12:00
Deregistration possible until Th 14.03.2019 23:59

Details

max. 50 participants

Language: English

Lecturers

Rudolf Vetschera

Classes (iCal) - next class is marked with N

    
    Thursday
    07.03.
    15:00 - 16:30
    Hörsaal 8  Oskar-Morgenstern-Platz 1  1.Stock
    
    Thursday
    14.03.
    15:00 - 16:30
    Hörsaal 8  Oskar-Morgenstern-Platz 1  1.Stock
    
    Thursday
    21.03.
    15:00 - 16:30
    Hörsaal 8  Oskar-Morgenstern-Platz 1  1.Stock
    
    Thursday
    28.03.
    15:00 - 16:30
    Hörsaal 8  Oskar-Morgenstern-Platz 1  1.Stock
    
    Thursday
    04.04.
    15:00 - 16:30
    Hörsaal 8  Oskar-Morgenstern-Platz 1  1.Stock
    
    Thursday
    11.04.
    15:00 - 16:30
    Hörsaal 8  Oskar-Morgenstern-Platz 1  1.Stock
    
    Thursday
    02.05.
    15:00 - 16:30
    Hörsaal 8  Oskar-Morgenstern-Platz 1  1.Stock
    
    Thursday
    09.05.
    15:00 - 16:30
    Hörsaal 8  Oskar-Morgenstern-Platz 1  1.Stock
    
    Thursday
    16.05.
    15:00 - 16:30
    Hörsaal 8  Oskar-Morgenstern-Platz 1  1.Stock
    
    Thursday
    23.05.
    15:00 - 16:30
    Hörsaal 8  Oskar-Morgenstern-Platz 1  1.Stock
    
    Thursday
    06.06.
    15:00 - 16:30
    Hörsaal 8  Oskar-Morgenstern-Platz 1  1.Stock
    
    Thursday
    27.06.
    15:00 - 16:30
    Hörsaal 14  Oskar-Morgenstern-Platz 1  2.Stock

Information

Aims, contents and method of the course

The course provides a comprehensive overview of the theory and practice of negotiations. It combines lectures, literature and hands-on experience in negotiation exercises.

Outline:
* Introduction: Basic concepts and definitions
* Preparing for negotiations
* Conducting negotiations
- Strategies and tactics in negotiations
- The negotiation process
- Substantive behavior: Offers and concessions
- Communication in negotiations
- Biases
* Culture in negotiations
* Fairness in negotiations
* The future of negotiations
* Alternatives to negotiations

Assessment and permitted materials

Final exam (60%)
Exercises (participation and transcripts) (2x 5%)
Reading summaries (2x 15%)

Minimum requirements and assessment criteria

50% of the total course points are required to pass the course

Examination topics

subject matter for the exam is the content of the course (slides and lectures) no material allowed at the exam

Reading list

will be provided via Moodle

Association in the course directory

Last modified: Mo 07.09.2020 15:29