Universität Wien FIND

Auf Grund der COVID-19 Pandemie kann es bei Lehrveranstaltungen und Prüfungen auch kurzfristig zu Änderungen kommen. Informieren Sie sich laufend in u:find und checken Sie regelmäßig Ihre E-Mails.

Lesen Sie bitte die Informationen auf https://studieren.univie.ac.at/info.

Achtung! Das Lehrangebot ist noch nicht vollständig und wird bis Semesterbeginn laufend ergänzt.

040322 KU International Negotiations (MA) (2021S)

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

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

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 03.05. 16:45 - 18:15 Digital
Samstag 15.05. 13:15 - 19:30 Digital
Samstag 29.05. 13:15 - 19:30 Digital
Samstag 05.06. 13:15 - 19:30 Digital
Samstag 12.06. 13:15 - 19:30 Digital

Information

Ziele, Inhalte und Methode der Lehrveranstaltung

The World Economic Forum established negotiation as one of the ten most important skills to have (WEC, 2016). Everybody negotiates, however, 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.

NOTE II: Because of COVID-19, the course will employ, as the university calls it, blended learning.

a) Preparation Materials. At the beginning of the course, you will be provided with links to online videos and/or reading materials. The materials are in the form of mini-case studies.
b) Small Groups & Attendance. For the lectures, the class will be split into smaller groups (either online or in person, depending on university guidelines). Thus, each student only has to attend a subset of the dates of the schedule on u:find (the dates you will have to attend will be assigned after the introduction session).
c) Workshops & Preparation. The lectures will take the form of negotiation workshops with role-plays, debriefings, and exercises. Please use the provided material to prepare for the workshops. It is essential that you prepare for the workshop so we can focus on the practical application.

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 and/or online videos will be made available online.

Zuordnung im Vorlesungsverzeichnis

Letzte Änderung: Mi 05.05.2021 08:07