Universität Wien

040004 FK IM: International Negotiations (BA) (2014S)

4.00 ECTS (2.00 SWS), SPL 4 - Wirtschaftswissenschaften
Continuous assessment of course work

Summary

1 Griessmair , Moodle
2 Griessmair , Moodle

Registration/Deregistration

Note: The time of your registration within the registration period has no effect on the allocation of places (no first come, first served).
Registration information is available for each group.

Groups

Group 1

max. 50 participants
Language: English
LMS: Moodle

Lecturers

Classes (iCal) - next class is marked with N

  • Monday 03.03. 13:15 - 15:15 Hörsaal 9 Oskar-Morgenstern-Platz 1 1.Stock
  • Thursday 06.03. 16:00 - 20:00 Hörsaal 8 Oskar-Morgenstern-Platz 1 1.Stock
  • Monday 10.03. 16:15 - 20:15 Hörsaal 15 Oskar-Morgenstern-Platz 1 2.Stock
  • Tuesday 11.03. 14:00 - 18:00 Hörsaal 8 Oskar-Morgenstern-Platz 1 1.Stock
  • Thursday 13.03. 16:15 - 20:15 Hörsaal 10 Oskar-Morgenstern-Platz 1 2.Stock
  • Monday 17.03. 14:00 - 18:00 Hörsaal 9 Oskar-Morgenstern-Platz 1 1.Stock
  • Monday 31.03. 16:15 - 18:20 Hörsaal 14 Oskar-Morgenstern-Platz 1 2.Stock

Group 2

max. 50 participants
Language: English
LMS: Moodle

Lecturers

Classes (iCal) - next class is marked with N

  • Tuesday 18.03. 12:00 - 14:00 Hörsaal 9 Oskar-Morgenstern-Platz 1 1.Stock
  • Monday 24.03. 12:00 - 16:00 Hörsaal 10 Oskar-Morgenstern-Platz 1 2.Stock
  • Thursday 27.03. 12:00 - 16:00 Hörsaal 5 Oskar-Morgenstern-Platz 1 Erdgeschoß
  • Wednesday 02.04. 13:00 - 17:00 Hörsaal 15 Oskar-Morgenstern-Platz 1 2.Stock
  • Monday 28.04. 12:00 - 16:00 Hörsaal 10 Oskar-Morgenstern-Platz 1 2.Stock
  • Tuesday 29.04. 16:00 - 20:00 Hörsaal 17 Oskar-Morgenstern-Platz 1 2.Stock
  • Tuesday 06.05. 16:00 - 18:00 Hörsaal 8 Oskar-Morgenstern-Platz 1 1.Stock

Information

Aims, contents and method of the course

Everybody negotiates but managers and professionals should know how to manage conflict and how to negotiate effectively. The goal of this course is to improve students’ negotiation skills by equipping them with the knowledge required to conduct, manage, and analyze negotiation processes. Discussed topics include basics of negotiations (e.g., BATNA, ZOPA, different negotiation outcomes, etc.), negotiation analysis, cognitive biases in negotiations, personality and negotiations, strategies and tactics, communication, and cross-cultural negotiations.

Assessment and permitted materials

Final exam and take-home assignments

Minimum requirements and assessment criteria

The goal of this course is to improve students’ negotiation skills by equipping them with the knowledge required to conduct, manage, and analyze negotiation processes.

Examination topics

The course combines lectures with role-playing negotiation simulations, in-class experiments, and exercises. Students will have the opportunity to develop their negotiation skills experientially and apply the theoretical concepts covered in class.

Reading list

Required readings will be made available online.

Association in the course directory

Last modified: Mo 07.09.2020 15:28