Universität Wien FIND

040116 KU Strategic Negotiations (MA) (2019S)

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

Details

max. 50 Teilnehmer*innen
Sprache: Englisch

Lehrende

Termine (iCal) - nächster Termin ist mit N markiert

Freitag 05.04. 11:30 - 16:30 Hörsaal 15 Oskar-Morgenstern-Platz 1 2.Stock
Mittwoch 10.04. 11:30 - 16:30 Hörsaal 15 Oskar-Morgenstern-Platz 1 2.Stock
Freitag 03.05. 11:30 - 16:30 Hörsaal 15 Oskar-Morgenstern-Platz 1 2.Stock
Freitag 10.05. 13:15 - 18:15 Hörsaal 17 Oskar-Morgenstern-Platz 1 2.Stock
Freitag 17.05. 11:30 - 16:30 Hörsaal 15 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

Lectures, cases, class discussions

Literatur

TBA

Zuordnung im Vorlesungsverzeichnis

Letzte Änderung: Fr 06.09.2019 09:47