150224 VO VO Intercultural Negotiation Patterns (2012S)
Labels
2. Prüfungstermin: 22.6.2012, 15:00-17:00, Ort: Hörsaal 32/ Hauptgebäude
Details
Sprache: Englisch
Prüfungstermine
Lehrende
Termine
Zur Zeit sind keine Termine bekannt.
Information
Ziele, Inhalte und Methode der Lehrveranstaltung
Art der Leistungskontrolle und erlaubte Hilfsmittel
There will be a written final exam.
Mindestanforderungen und Beurteilungsmaßstab
The three key objectives of this course are to provide the students with:
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.
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.
Prüfungsstoff
Literatur
Zuordnung im Vorlesungsverzeichnis
WM4b, 1000, JMA M9, KMA M2, EC
Letzte Änderung: Mi 19.08.2020 08:01
Everybody negotiates but managers and professionals should know how to manage conflict and how to negotiate effectively.
Discussed topics include
Conflict & negotiations
Negotiators
Judgment & decision making
Negotiation Process
Strategies and tactics
Culture & negotiations
Electronic negotiations