Universität Wien FIND
Achtung: Derzeit finden keine Lehrveranstaltungen und Prüfungen an der Universität Wien statt, der Lehrbetrieb wird auf home-learning und e-Learning umgestellt. Sie finden alle Informationen unter https://www.univie.ac.at/ueber-uns/weitere-informationen/Coronavirus/.

040009 FK International Negotiations (BA) (2020S)

4.00 ECTS (2.00 SWS), SPL 4 - Wirtschaftswissenschaften
Prüfungsimmanente Lehrveranstaltung

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

An/Abmeldung

Details

max. 50 Teilnehmer*innen
Sprache: Englisch

Lehrende

Termine (iCal) - nächster Termin ist mit N markiert

Montag 02.03. 13:15 - 14:45 Hörsaal 16 Oskar-Morgenstern-Platz 1 2.Stock
Montag 09.03. 16:45 - 21:30 Hörsaal 16 Oskar-Morgenstern-Platz 1 2.Stock
Freitag 05.06. 13:15 - 14:45 Hörsaal 14 Oskar-Morgenstern-Platz 1 2.Stock
Freitag 05.06. 15:00 - 18:15 Hörsaal 6 Oskar-Morgenstern-Platz 1 1.Stock
Samstag 06.06. 11:30 - 16:30 Hörsaal 6 Oskar-Morgenstern-Platz 1 1.Stock
Sonntag 07.06. 11:30 - 16:30 Hörsaal 6 Oskar-Morgenstern-Platz 1 1.Stock

Information

Ziele, Inhalte und Methode der Lehrveranstaltung

Everybody negotiates but managers and professionals should know how to manage conflict and how to negotiate effectively. The goal of this course is to improve students’ negotiation skills by equipping them with the knowledge required to conduct, manage, and analyze negotiation processes.

Discussed topics include basics of negotiations (e.g., BATNA, ZOPA, different negotiation outcomes, etc.), negotiation analysis, cognitive biases in negotiations, personality and negotiations, strategies and tactics, communication, and cross-cultural negotiations.

The course combines lectures with role-playing negotiation simulations, in-class experiments, and exercises. Students will have the opportunity to develop their negotiation skills experientially and apply the theoretical concepts covered in class.

Art der Leistungskontrolle und erlaubte Hilfsmittel

Written exam (open questions) and take-home assignments.

Mindestanforderungen und Beurteilungsmaßstab

Timely submission of the take home assignment and exam participation; positive evaluation requires more than 50 % of the exam’s and assignment’s points.
The course is highly interactive. Thus, attendance is strongly suggested.

Prüfungsstoff

Basics of negotiations (e.g., BATNA, ZOPA, different negotiation outcomes, etc.), negotiation analysis, cognitive biases in negotiations, personality and negotiations, strategies and tactics, communication, and cross-cultural negotiations.

Literatur

Required readings will be made available online.

Zuordnung im Vorlesungsverzeichnis

Letzte Änderung: Mi 25.03.2020 17:07