040004 FK IM: International Negotiations (BA) (2015S)
Continuous assessment of course work
Labels
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 is open from Mo 16.02.2015 09:00 to Tu 24.02.2015 14:00
- Deregistration possible until Sa 14.03.2015 23:59
Details
max. 50 participants
Language: English
Lecturers
Classes
First Session will take place in Hörsaal 3 (Oskar-Morgenstern-Platz 1 Erdgeschoß): SA 25.04.2015 12.00-18.45
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
Association in the course directory
Last modified: Mo 07.09.2020 15:28