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).

Registration is open from We 17.02.2016 09:00 to We 24.02.2016 12:00
Deregistration possible until Mo 14.03.2016 23:59

Details

max. 50 participants

Language: English

Lecturers

William Baber

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