Universität Wien

040609 KU International Negotiations (MA) (2025S)

4.00 ECTS (2.00 SWS), SPL 4 - Wirtschaftswissenschaften
Prüfungsimmanente Lehrveranstaltung
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 03.03. 16:45 - 18:15 Hörsaal 15 Oskar-Morgenstern-Platz 1 2.Stock
  • Donnerstag 06.03. 13:15 - 14:45 Hörsaal 17 Oskar-Morgenstern-Platz 1 2.Stock
  • Donnerstag 06.03. 15:00 - 16:30 Hörsaal 10 Oskar-Morgenstern-Platz 1 2.Stock
  • Donnerstag 06.03. 16:45 - 18:15 Hörsaal 8 Oskar-Morgenstern-Platz 1 1.Stock
  • Donnerstag 13.03. 13:15 - 14:45 Hörsaal 17 Oskar-Morgenstern-Platz 1 2.Stock
  • Donnerstag 13.03. 15:00 - 16:30 Hörsaal 4 Oskar-Morgenstern-Platz 1 Erdgeschoß
  • Donnerstag 13.03. 16:45 - 18:15 Hörsaal 8 Oskar-Morgenstern-Platz 1 1.Stock
  • Montag 17.03. 13:15 - 14:45 Hörsaal 7 Oskar-Morgenstern-Platz 1 1.Stock
  • Montag 17.03. 14:55 - 18:15 Hörsaal 9 Oskar-Morgenstern-Platz 1 1.Stock
  • Donnerstag 20.03. 13:15 - 18:15 Hörsaal 17 Oskar-Morgenstern-Platz 1 2.Stock
  • Montag 24.03. 13:15 - 18:15 Hörsaal 9 Oskar-Morgenstern-Platz 1 1.Stock

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 aim of this course is to give students the opportunity to improve their practical negotiation skills and learn experientially. Students will engage in a series of role-playing exercises, experiments, and case studies that address a broad spectrum of negotiation problems. Upon completion of the course, students should be able to identify a variety of negotiation problems and be equipped with different approaches how to solve them, including learning to evaluate the costs and benefits of alternative actions.
The topic of the course include:
1. Planning for and debriefing a negotiation
2. Creating value and crafting mutually beneficial agreements
3. Using and countering claiming value tactics
4. The right strategy at the right time: Balancing creating and claiming value tactics
5. Thinking in utilities: Bundling offers and making concessions
6. Exchanging information: Asking the right questions and providing the right information
7. Effective Communication: The language of creating and claiming value

For more information please visit https://international-business.univie.ac.at/studies/master-courses/

Art der Leistungskontrolle und erlaubte Hilfsmittel

The assessment consists of two take-home assignments (describing practical applications of key negotiation concepts discussed in class) and short exercises (e.g., completing a questionnaire, experiments). Detailed information about the assignments and exercises will be sent to you via e-mail before the start of the course.

Mindestanforderungen und Beurteilungsmaßstab

A minimum of 50 percent of the points needs to be attained overall to pass the course. The grading system is as follows:
1 ≥ 88%
2 ≥ 75%
3 ≥ 63%
4 ≥ 50%

Registered students who, for whatever reason, are not able to take the course must de-register electronically by the 6th March 2025. Students who decide to drop the course after this dead-line will be graded with 5 (failed).

It is absolutely essential that all registered students attend the first session on 3th March 2025 (Introduction). As failure to do so will result in their exclusion from the course.

Prüfungsstoff

Take-home assignments and exercises based on the topics discussed in class and selected book chapters made available online.

Literatur

Required readings for the assignments 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: Do 06.03.2025 12:46