Universität Wien

040009 FK International Negotiations (BA) (2024S)

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

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 13.05. 13:15 - 16:30 Hörsaal 15 Oskar-Morgenstern-Platz 1 2.Stock (Vorbesprechung)
  • Dienstag 14.05. 13:15 - 14:45 Hörsaal 15 Oskar-Morgenstern-Platz 1 2.Stock
  • Dienstag 14.05. 15:00 - 16:30 Hörsaal 14 Oskar-Morgenstern-Platz 1 2.Stock
  • Dienstag 14.05. 16:45 - 18:15 Hörsaal 16 Oskar-Morgenstern-Platz 1 2.Stock
  • Dienstag 21.05. 13:15 - 14:45 Hörsaal 16 Oskar-Morgenstern-Platz 1 2.Stock
  • Dienstag 21.05. 15:00 - 16:30 Hörsaal 14 Oskar-Morgenstern-Platz 1 2.Stock
  • Dienstag 21.05. 16:45 - 18:15 Hörsaal 16 Oskar-Morgenstern-Platz 1 2.Stock
  • Freitag 24.05. 11:30 - 16:30 PC-Seminarraum 5 Oskar-Morgenstern-Platz 1 1.Untergeschoß
  • Samstag 25.05. 13:15 - 18:15 Hörsaal 3 Oskar-Morgenstern-Platz 1 Erdgeschoß
  • Dienstag 28.05. 13:15 - 14:45 Hörsaal 16 Oskar-Morgenstern-Platz 1 2.Stock
  • Dienstag 28.05. 15:00 - 16:30 Hörsaal 14 Oskar-Morgenstern-Platz 1 2.Stock
  • Dienstag 28.05. 16:45 - 18:15 Hörsaal 16 Oskar-Morgenstern-Platz 1 2.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.

Please note that attendance is compulsory. Students that are absent in the introductory session will be unregistered.

Art der Leistungskontrolle und erlaubte Hilfsmittel

The assessment consists of a short take-home assignment, short exercises (e.g., completing a questionnaire, experiments), and a final exam. Detailed information about the assignments and exercises will be sent to you via e-mail before the start of the course.

Mindestanforderungen und Beurteilungsmaßstab

As the class is designed as interactive workshop, attendance is compulsory. Passing the course requires achieving a minimum of 50 points (assignment + exam).

1 (sehr gut) → 100-89 points
2 (gut) → 88-76 points
3 (befriedigend) → 75-63 points
4 (genügend) → 62-50 points
5 (nicht genügend) → 49-0 points

Prüfungsstoff

Topics discussed in class (the slides will be made available online).

Literatur

Required readings for the assignments and slides for the exam will be made available online. Negotiation books I generally recommend are:

• Leigh L. Thompson (2015) The Mind and Heart of the Negotiator (comprehensive textbook, long and sciency, nothing for your bedside table or vacation, but a good read covering all the basics and more)
• Leigh L. Thompson (2013) The Truth about Negotiations (short, practice-oriented book covering the basics)
• Deepak Malhotra & Max Bazerman (2007) Negotiation Genius (negotiation book for managers; additionally to the basics such as claiming and creating value, it covers psychological aspects of negotiation and real world problems such as confronting lies and dealing with more powerful counterparts)
• Deepak Malhtora (2016) Negotiating the Impossible (negotiation book for managers focusing on framing, the negotiation process, and empathy)

Zuordnung im Vorlesungsverzeichnis

Letzte Änderung: Mi 15.05.2024 14:05