Universität Wien FIND

Bedingt durch die COVID-19-Pandemie können kurzfristige Änderungen bei Lehrveranstaltungen und Prüfungen (z.B. Absage von Vor-Ort-Lehre und Umstellung auf Online-Prüfungen) erforderlich sein. Melden Sie sich für Lehrveranstaltungen/Prüfungen über u:space an, informieren Sie sich über den aktuellen Stand auf u:find und auf der Lernplattform moodle.

Weitere Informationen zum Lehrbetrieb vor Ort finden Sie unter https://studieren.univie.ac.at/info.

040116 KU Strategic Negotiations (MA) (2018S)

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

An/Abmeldung

Details

max. 50 Teilnehmer*innen
Sprache: Englisch

Lehrende

Termine (iCal) - nächster Termin ist mit N markiert

Please note that choosing our Minor/Major will entail costs based on external business case studies, for which license fees must be paid.
Please calculate the following:
Minor: ca. 35 EUR
Major: an additional approx. 35 EUR

Montag 19.03. 13:15 - 18:15 Hörsaal 16 Oskar-Morgenstern-Platz 1 2.Stock
Dienstag 17.04. 09:45 - 14:45 Hörsaal 15 Oskar-Morgenstern-Platz 1 2.Stock
Donnerstag 19.04. 09:45 - 14:45 Hörsaal 17 Oskar-Morgenstern-Platz 1 2.Stock
Dienstag 24.04. 09:45 - 14:45 Hörsaal 15 Oskar-Morgenstern-Platz 1 2.Stock
Donnerstag 26.04. 09:45 - 14:45 Hörsaal 17 Oskar-Morgenstern-Platz 1 2.Stock

Information

Ziele, Inhalte und Methode der Lehrveranstaltung

Negotiation is the process by which two or more parties with interdependent interests secure agreements. This course is designed to cover a large range of negotiation situations and issues faced by managers and other decisions makers in the private and public sector. The class will consist of a mixture of case study discussions, negotiation exercises and lectures. We will learn about basic negotiation concepts and strategies, and discuss them in a variety of contexts such as corporate acquisitions, price wars, labor disputes, licensing rights, and international relations.

Introduce students to the analytic concepts necessary to understand the dynamics and strategic aspects of negotiations

Improve ability to analyze negotiations in a variety of contexts

Learn to balance the implicit tradeoffs of competition and cooperation inherent in most negotiations

Introduce students to a variety of tactics and strategies employed in negotiations

Improve the ability of students to conduct successful negotiations

Art der Leistungskontrolle und erlaubte Hilfsmittel

Your final grade will be determined based on three components:
Class participation (max 25 points)
Group project (max 30 points)
Individual final paper (max 45 points):

Please note that you will start working on the group project during our fourth session so it is essential that you attend this session. You will have 24h to complete the project (including class time).
The topic for the individual final project will be given to you on the day after our last session and you will have 24h to complete it.

Mindestanforderungen und Beurteilungsmaßstab

You need to achieve a total of at least 50 points in order to pass the class.

Prüfungsstoff

Literatur


Zuordnung im Vorlesungsverzeichnis

Letzte Änderung: Mo 07.09.2020 15:28