Universität Wien

040009 FK IM: International Negotiations (BA) (2016S)

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

Details

max. 50 participants
Language: English

Lecturers

Classes (iCal) - next class is marked with N

  • Wednesday 02.03. 13:15 - 14:45 Hörsaal 16 Oskar-Morgenstern-Platz 1 2.Stock
  • Wednesday 02.03. 15:00 - 16:30 Hörsaal 16 Oskar-Morgenstern-Platz 1 2.Stock
  • Thursday 03.03. 13:15 - 14:45 Hörsaal 16 Oskar-Morgenstern-Platz 1 2.Stock
  • Thursday 03.03. 15:00 - 16:30 Hörsaal 16 Oskar-Morgenstern-Platz 1 2.Stock
  • Friday 04.03. 13:15 - 14:45 Hörsaal 16 Oskar-Morgenstern-Platz 1 2.Stock
  • Friday 04.03. 15:00 - 16:30 Hörsaal 16 Oskar-Morgenstern-Platz 1 2.Stock
  • Monday 07.03. 15:00 - 16:30 Hörsaal 16 Oskar-Morgenstern-Platz 1 2.Stock
  • Monday 07.03. 16:45 - 18:15 Hörsaal 16 Oskar-Morgenstern-Platz 1 2.Stock
  • Tuesday 08.03. 15:00 - 16:30 Hörsaal 15 Oskar-Morgenstern-Platz 1 2.Stock
  • Tuesday 08.03. 16:45 - 18:15 Hörsaal 15 Oskar-Morgenstern-Platz 1 2.Stock
  • Wednesday 09.03. 15:00 - 16:30 Hörsaal 12 Oskar-Morgenstern-Platz 1 2.Stock
  • Wednesday 09.03. 16:45 - 18:15 Hörsaal 12 Oskar-Morgenstern-Platz 1 2.Stock
  • Thursday 10.03. 13:15 - 14:45 Hörsaal 16 Oskar-Morgenstern-Platz 1 2.Stock
  • Thursday 10.03. 15:00 - 16:30 Hörsaal 16 Oskar-Morgenstern-Platz 1 2.Stock

Information

Aims, contents and method of the course

Goal: students will gain a practical overview of negotiation skills including planning skills, communication skills, and conflict resolution skills.

Content: Negotiation in a business context (details below)

Method:
Interactive roleplay simulations, small group discussion and planning, structured presentation of skills.
One simulation will be conducted entirely online.

Assessment and permitted materials

Students are encouraged to bring electronic devices (tablets, computers, smartphones to class and to use them to search for background data, vocabulary, alternative concepts etc. Devices are however not to be used for social media or general communication.

Minimum requirements and assessment criteria

Notenschlüssel:
0%-49%: nicht genügend
50%-62%: genügend
63%-74%: befriedigend
75%-87%: gut
88%-100%: sehr gut
Mindestanforderungen und Beurteilungsmaßstab
Self reflection assignments;
Contributions to an online forum;
Activity in class;
Completion of planning materials;
Successful demonstration of selected skills.

Examination topics

Students are expected to know by the end of the course at lesat the following:
Three different planning techniques;
How to research for a negotiation;
Overall phases (process) of a negotiation and specific processes within those phases;
Key concepts such as BATNA, Reserve Points, Anchoring, New Value Creation, Tactics and countertactics, Cross cultural issues.

Reading list

Association in the course directory

Last modified: Mo 07.09.2020 15:28