150224 VO VO Intercultural Negotiation Patterns (2011S)
4.10.2011, 17:00-19:00 Uhr HS 505. Prüfungstermin WS11: FR 09.12.2011, 15:00-17:00. Ort: Hörsaal 31
Ziele, Inhalte und Methode der Lehrveranstaltung
Art der Leistungskontrolle und erlaubte Hilfsmittel
Mindestanforderungen und Beurteilungsmaßstab
1. An understanding of different theories of the negotiation process and the application of these theories to a variety of settings. The theories to be covered include rational models of bargaining behaviour that have been developed in economics and decision sciences, and cognitive and behavioural theories that investigate how bargaining behaviour may diverge from the predictions of the rational models;
2. An opportunity to develop their bargaining skills and apply the theoretical concepts covered in class in a variety of negotiating exercises and cases; and
3. Exposure to new communication and computer technologies that are used in negotiation analysis and support, and in the conducting of negotiations in e-business and beyond.