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150224 VO Intercultural Negotiation Patterns (SoSe) (2026S)
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Please register for this course on U:FIND.
This course is designed for students who expect to perform managerial or diplomatic functions in their future careers. Its key objective is to equip students with the knowledge and basic skills required to conduct, manage and analyze negotiation processes. A special focus lies on culturally diverse approaches to negotiations.
This course is designed for students who expect to perform managerial or diplomatic functions in their future careers. Its key objective is to equip students with the knowledge and basic skills required to conduct, manage and analyze negotiation processes. A special focus lies on culturally diverse approaches to negotiations.
An/Abmeldung
Hinweis: Ihr Anmeldezeitpunkt innerhalb der Frist hat keine Auswirkungen auf die Platzvergabe (kein "first come, first served").
Details
Sprache: Englisch
Prüfungstermine
Lehrende
Termine (iCal) - nächster Termin ist mit N markiert
- Freitag 06.03. 09:45 - 11:15 Hörsaal 1 Hauptgebäude Tiefparterre Stiege 1 Hof 1
- Freitag 13.03. 09:45 - 11:15 Hörsaal 1 Hauptgebäude Tiefparterre Stiege 1 Hof 1
- Freitag 20.03. 09:45 - 11:15 Hörsaal 1 Hauptgebäude Tiefparterre Stiege 1 Hof 1
- Freitag 27.03. 09:45 - 11:15 Hörsaal 1 Hauptgebäude Tiefparterre Stiege 1 Hof 1
- Freitag 17.04. 09:45 - 11:15 Hörsaal 1 Hauptgebäude Tiefparterre Stiege 1 Hof 1
- Freitag 24.04. 09:45 - 11:15 Hörsaal 1 Hauptgebäude Tiefparterre Stiege 1 Hof 1
- Freitag 08.05. 09:45 - 11:15 Hörsaal 1 Hauptgebäude Tiefparterre Stiege 1 Hof 1
- Freitag 15.05. 09:45 - 11:15 Hörsaal 1 Hauptgebäude Tiefparterre Stiege 1 Hof 1
- Freitag 22.05. 09:45 - 11:15 Hörsaal 1 Hauptgebäude Tiefparterre Stiege 1 Hof 1
- Freitag 29.05. 09:45 - 11:15 Hörsaal 1 Hauptgebäude Tiefparterre Stiege 1 Hof 1
- Freitag 05.06. 09:45 - 11:15 Hörsaal 1 Hauptgebäude Tiefparterre Stiege 1 Hof 1
- Freitag 12.06. 09:45 - 11:15 Hörsaal 1 Hauptgebäude Tiefparterre Stiege 1 Hof 1
- Freitag 19.06. 09:45 - 11:15 Hörsaal 1 Hauptgebäude Tiefparterre Stiege 1 Hof 1
Information
Ziele, Inhalte und Methode der Lehrveranstaltung
There will be various topics we are going through beginning with finding a common language of the various terms in intercultural negotiating contexts with a focus on East Asian content but not solely. We will cover various content topics especially in multi party negotiations and diplomatic negotiations contexts but also business settings. There are plenty of tactics which can be applied in negotiation contexts as well as there various biases, approaches and frameworks in different settings which will be talked about.Upon successful completion of the course, students will be able to:- Describe the central frameworks, tactics and approaches of various negotiation contexts- Recognize the special features of intercultural negotion contexts - Critically analyze and evaluate negotiation processes- Consider and train successful negotiation strategies in multiparty negotiation contexts- Develop an own negotiation philosophy during the term and learn about their own negotiation behaviour- Summarize the complex system of negotiation processes and be aware of the possibilties you have as a negotiator in various contexts This course is a growing mixture of theory and practice parts and students do have the opportunity to take part in a real two day, analyze videos and being active on their part too besides that they are getting input from the lecturers side. Attendance is not mandatory but it is highly recommended to come in on a regular basis in order to get the best benefit out of the course.
Art der Leistungskontrolle und erlaubte Hilfsmittel
There will be a mandatory exam (30 points possible) at the end of term where you have to register. Additional points for the final grade can be earned during the term as described here.
Mandatory exam:
* ten Multiple Choice Questions – can be done online in the time period of the last session (10 points)
* one example of a negotiating case study (around 1 page to read) and where you should apply what you learned (it will be asked e.g. after positions, interests, BATNA, WATNA and possible solution paths, used frameworks - 20 points)
Additional bonus points:
* one example of a film scene you analyze via a short video yourself: HERE are great examples of how it can be done – can be done from now on until the day of the exam (10 points) – the example can be taken from any good raw material and it can be written or via cutting some scenes together (or whatever fits you best) – JUST make sure that it is SUBSTANTIAL! All examples will be collected and made available for later student cohorts.
* Develop and hand in a Negotiation Philosophy (instructions will be specified) until the exam (5 points).
Mandatory exam:
* ten Multiple Choice Questions – can be done online in the time period of the last session (10 points)
* one example of a negotiating case study (around 1 page to read) and where you should apply what you learned (it will be asked e.g. after positions, interests, BATNA, WATNA and possible solution paths, used frameworks - 20 points)
Additional bonus points:
* one example of a film scene you analyze via a short video yourself: HERE are great examples of how it can be done – can be done from now on until the day of the exam (10 points) – the example can be taken from any good raw material and it can be written or via cutting some scenes together (or whatever fits you best) – JUST make sure that it is SUBSTANTIAL! All examples will be collected and made available for later student cohorts.
* Develop and hand in a Negotiation Philosophy (instructions will be specified) until the exam (5 points).
Mindestanforderungen und Beurteilungsmaßstab
There will be a mandatory exam (30 points possible) at the end of term where you have to register. Additional points for the final grade can be earned during the term as described here.
Mandatory exam:
* ten Multiple Choice Questions – can be done online in the time period of the last session (10 points)
* one example of a negotiating case study (around 1 page to read) and where you should apply what you learned (it will be asked e.g. after positions, interests, BATNA, WATNA and possible solution paths, used frameworks - 20 points)
Additional bonus points:
* one example of a film scene you analyze via a short video yourself: HERE are great examples of how it can be done – can be done from now on until the day of the exam (10 points) – the example can be taken from any good raw material and it can be written or via cutting some scenes together (or whatever fits you best) – JUST make sure that it is SUBSTANTIAL! All examples will be collected and made available for later student cohorts.
* Develop and hand in a Negotiation Philosophy (instructions will be specified) until the exam (5 points).
50.0-62.5 % = 4 62.6-75.0 % =3 75.1-87.5 % = 2 87.6% -100 % = 1
Mandatory exam:
* ten Multiple Choice Questions – can be done online in the time period of the last session (10 points)
* one example of a negotiating case study (around 1 page to read) and where you should apply what you learned (it will be asked e.g. after positions, interests, BATNA, WATNA and possible solution paths, used frameworks - 20 points)
Additional bonus points:
* one example of a film scene you analyze via a short video yourself: HERE are great examples of how it can be done – can be done from now on until the day of the exam (10 points) – the example can be taken from any good raw material and it can be written or via cutting some scenes together (or whatever fits you best) – JUST make sure that it is SUBSTANTIAL! All examples will be collected and made available for later student cohorts.
* Develop and hand in a Negotiation Philosophy (instructions will be specified) until the exam (5 points).
50.0-62.5 % = 4 62.6-75.0 % =3 75.1-87.5 % = 2 87.6% -100 % = 1
Prüfungsstoff
There will be a mandatory exam (30 points possible) at the end of term where you have to register. Additional points for the final grade can be earned during the term as described here.
Mandatory exam:
* ten Multiple Choice Questions – can be done online in the time period of the last session (10 points)
* one example of a negotiating case study (around 1 page to read) and where you should apply what you learned (it will be asked e.g. after positions, interests, BATNA, WATNA and possible solution paths, used frameworks - 20 points)
Additional bonus points:
* one example of a film scene you analyze via a short video yourself: HERE are great examples of how it can be done – can be done from now on until the day of the exam (10 points) – the example can be taken from any good raw material and it can be written or via cutting some scenes together (or whatever fits you best) – JUST make sure that it is SUBSTANTIAL! All examples will be collected and made available for later student cohorts.
* Develop and hand in a Negotiation Philosophy (instructions will be specified) until the exam (5 points).
Mandatory exam:
* ten Multiple Choice Questions – can be done online in the time period of the last session (10 points)
* one example of a negotiating case study (around 1 page to read) and where you should apply what you learned (it will be asked e.g. after positions, interests, BATNA, WATNA and possible solution paths, used frameworks - 20 points)
Additional bonus points:
* one example of a film scene you analyze via a short video yourself: HERE are great examples of how it can be done – can be done from now on until the day of the exam (10 points) – the example can be taken from any good raw material and it can be written or via cutting some scenes together (or whatever fits you best) – JUST make sure that it is SUBSTANTIAL! All examples will be collected and made available for later student cohorts.
* Develop and hand in a Negotiation Philosophy (instructions will be specified) until the exam (5 points).
Literatur
Available on Moodle and recommended literature.
Kahnemann, Daniel, Thinking. Fast and slow. New York 2011.
Voss, Chris, Raz, Tahl, Never split the difference. Negotiating as if your life depended on it. 2016.
Lotzof, Mike, Negotiating Change - Overcoming Entrenched Harmful Behaviours and Beliefs. London 2018.
Cordell, Andrea, The Negotiation Handbook. London 2018.
Kahnemann, Daniel, Thinking. Fast and slow. New York 2011.
Voss, Chris, Raz, Tahl, Never split the difference. Negotiating as if your life depended on it. 2016.
Lotzof, Mike, Negotiating Change - Overcoming Entrenched Harmful Behaviours and Beliefs. London 2018.
Cordell, Andrea, The Negotiation Handbook. London 2018.
Zuordnung im Vorlesungsverzeichnis
WM4, 1000, EC UA153
Alternative Erweiterungen für BA SIN, JAP, KOR
Alternative Erweiterungen für BA SIN, JAP, KOR
Letzte Änderung: Mi 27.05.2026 14:06