251322 SE International Business Negotiation Seminar (2022S)
Prüfungsimmanente Lehrveranstaltung
Labels
DIGITAL
This is a fee-based continuous education and training programme/certificate course offered by the Postgraduate Center. Please note that you must be admitted to a continuing education and training programme/certificate course to participate.
Details
Information
Ziele, Inhalte und Methode der Lehrveranstaltung
Art der Leistungskontrolle und erlaubte Hilfsmittel
Assessment: class participation (preparation and conduct of simulations, participation in debriefing discussion) and written assignment (case analysis, short essay questions, negotiation theory, and applied learning.
Permitted materials: open book [book and articles]
Permitted materials: open book [book and articles]
Mindestanforderungen und Beurteilungsmaßstab
50% for a positive grade, based on class participation and assignement
Prüfungsstoff
All topics covered in the course.
Literatur
G. Richard Shell, Bargaining for Advantage plus 4 articles,
and 5 simulations, provided during the course.
and 5 simulations, provided during the course.
Zuordnung im Vorlesungsverzeichnis
Letzte Änderung: Do 16.02.2023 00:06
Contents: Negotiation permeates our law practice and life. This highly interactive seminar draws on theoretical readings, cases studies and simulations to develop the interpersonal and analytical skills that are critical to negotiation. Students will progress from a simple 2-party purchase agreement to more complex commercial matters in terms of the parties, topics, and processes in an international context: a purchase agreement, two cross-border joint ventures, an intellectual property dispute, and a multi-party development project.
Method: Lecture, simulations, case discussion, group work