040609 KU International Negotiations (MA) (2020S)
Prüfungsimmanente Lehrveranstaltung
Labels
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").
- Anmeldung von Mo 10.02.2020 09:00 bis Mi 19.02.2020 12:00
- Anmeldung von Di 25.02.2020 09:00 bis Mi 26.02.2020 12:00
- Abmeldung bis Do 30.04.2020 23:59
Details
max. 50 Teilnehmer*innen
Sprache: Englisch
Lehrende
Termine (iCal) - nächster Termin ist mit N markiert
If the situation permits there will be a mini-workshop at the end of June.
- Montag 02.03. 16:45 - 18:15 Hörsaal 3 Oskar-Morgenstern-Platz 1 Erdgeschoß
- Freitag 06.03. 15:00 - 20:00 Hörsaal 17 Oskar-Morgenstern-Platz 1 2.Stock
- Dienstag 10.03. 15:00 - 20:00 Hörsaal 17 Oskar-Morgenstern-Platz 1 2.Stock
- Samstag 27.06. 09:00 - 18:15 Hörsaal 4 Oskar-Morgenstern-Platz 1 Erdgeschoß
- Sonntag 28.06. 09:00 - 18:15 Hörsaal 1 Oskar-Morgenstern-Platz 1 Erdgeschoß
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.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.The discussed topics include, amongst others, interested based negotiations, integrative vs. distributive negotiation strategies, thinking in utilities, communication in negotiation, offer- and concession making, and power and fairness in negotiations.
Art der Leistungskontrolle und erlaubte Hilfsmittel
Written exam (open questions) and take-home assignments.
Mindestanforderungen und Beurteilungsmaßstab
Timely submission of the take home assignment and exam participation; positive evaluation requires more than 50 % of the exam’s and assignment’s points.
The course is highly interactive. Thus, attendance is strongly suggested.
The course is highly interactive. Thus, attendance is strongly suggested.
Prüfungsstoff
Interested based negotiations, thinking in utilities, communication in negotiation, negotiation strategies and tactics, offer- and concession making, power in negotiations, fairness in negotiations, cognitive biases
Literatur
Required readings will be made available online.
Zuordnung im Vorlesungsverzeichnis
Letzte Änderung: Mo 07.09.2020 15:19