Universität Wien
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040009 FK International Negotiations (BA) (2021S)

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

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

An/Abmeldung

Hinweis: Ihr Anmeldezeitpunkt innerhalb der Frist hat keine Auswirkungen auf die Platzvergabe (kein "first come, first served").

Details

max. 50 Teilnehmer*innen
Sprache: Englisch

Lehrende

Termine (iCal) - nächster Termin ist mit N markiert

  • Montag 01.03. 15:00 - 16:30 Digital
  • Donnerstag 04.03. 15:00 - 18:15 Digital
  • Montag 08.03. 15:00 - 18:15 Digital
  • Montag 19.04. 15:00 - 18:15 Digital
  • Mittwoch 21.04. 15:00 - 18:15 Digital
  • Freitag 23.04. 15:00 - 18:15 Digital
  • Montag 26.04. 15:00 - 18:15 Digital

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

The assessment consists of a take-home assignments.

Mindestanforderungen und Beurteilungsmaßstab

In order to pass the course, participation at the workshop and a positive evaluation (min. 50%) of the take-home assignment/exam is required.

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: Fr 12.05.2023 00:12