040009 FK IM: International Negotiations (BA) (2017S)
Continuous assessment of course work
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Summary
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 15.02.2017 09:00 to We 22.02.2017 12:00
- Deregistration possible until Tu 14.03.2017 23:59
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
Saturday
06.05.
09:45 - 14:45
Hörsaal 6 Oskar-Morgenstern-Platz 1 1.Stock
Hörsaal 8 Oskar-Morgenstern-Platz 1 1.Stock
Hörsaal 8 Oskar-Morgenstern-Platz 1 1.Stock
Saturday
13.05.
09:45 - 14:45
Hörsaal 6 Oskar-Morgenstern-Platz 1 1.Stock
Hörsaal 8 Oskar-Morgenstern-Platz 1 1.Stock
Hörsaal 8 Oskar-Morgenstern-Platz 1 1.Stock
Saturday
20.05.
09:45 - 14:45
Hörsaal 1 Oskar-Morgenstern-Platz 1 Erdgeschoß
Hörsaal 7 Oskar-Morgenstern-Platz 1 1.Stock
Hörsaal 7 Oskar-Morgenstern-Platz 1 1.Stock
Saturday
27.05.
09:45 - 14:45
Hörsaal 6 Oskar-Morgenstern-Platz 1 1.Stock
Hörsaal 8 Oskar-Morgenstern-Platz 1 1.Stock
Hörsaal 8 Oskar-Morgenstern-Platz 1 1.Stock
Saturday
17.06.
09:00 - 11:15
Hörsaal 6 Oskar-Morgenstern-Platz 1 1.Stock
Saturday
24.06.
09:00 - 11:15
Hörsaal 1 Oskar-Morgenstern-Platz 1 Erdgeschoß
Aims, contents and method of the course
Goals: students will gain a theoretical and practical overview of negotiation concepts and skills including planning skills, communication skills, and conflict resolution skills.Method: Interactive roleplay simulations, small group discussion and planning, structured presentation of skills.
Assessment and permitted materials
In class particupation, work assignments, and exam.
Examination topics
Students are expected to know by the end of the course at lesat the following:
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.
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.
Group 2
max. 50 participants
Language: English
LMS: Moodle
Lecturers
Classes (iCal) - next class is marked with N
Tuesday
22.08.
13:15 - 16:30
Hörsaal 3 Oskar-Morgenstern-Platz 1 Erdgeschoß
Thursday
24.08.
13:15 - 16:30
Hörsaal 3 Oskar-Morgenstern-Platz 1 Erdgeschoß
Monday
28.08.
13:15 - 16:30
Hörsaal 3 Oskar-Morgenstern-Platz 1 Erdgeschoß
Wednesday
30.08.
13:15 - 16:30
Hörsaal 3 Oskar-Morgenstern-Platz 1 Erdgeschoß
Thursday
31.08.
13:15 - 16:30
Hörsaal 3 Oskar-Morgenstern-Platz 1 Erdgeschoß
Friday
01.09.
13:15 - 16:30
Hörsaal 3 Oskar-Morgenstern-Platz 1 Erdgeschoß
Monday
04.09.
13:15 - 14:45
Hörsaal 4 Oskar-Morgenstern-Platz 1 Erdgeschoß
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. A simulation may be conducted entirely online.
• Content: Negotiation in a business context (details below)
• Method: Interactive roleplay simulations, small group discussion and planning, structured presentation of skills. A simulation may be conducted entirely online.
Assessment and permitted materials
Self reflection assignments;
Contributions to an online forum;
Activity in class;
Completion of planning materials;
Successful demonstration of selected skills
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.
Contributions to an online forum;
Activity in class;
Completion of planning materials;
Successful demonstration of selected skills
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.
Examination topics
Students are expected to know by the end of the course at least 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.
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.
Information
Minimum requirements and assessment criteria
• Notenschlüssel:
0%-49%: nicht genügend
50%-62%: genügend
63%-74%: befriedigend
75%-87%: gut
88%-100%: sehr gut
0%-49%: nicht genügend
50%-62%: genügend
63%-74%: befriedigend
75%-87%: gut
88%-100%: sehr gut
Reading list
• The main text for the course is Practical Business Negotiation (Baber & Chen, 2015). Students are encouraged to read and use it as well as the following books:
o The Mind and Heart of the Negotiator (Thompson, 2014);
o Negotiation: Closing Deals, Settling Disputes, and Making Team Decisions (Hames, 2011);
o Also, some more casual books I like are 3D Negotiation, and Getting to Yes.
• Students are not advised to read popular business books such as “Art of the Deal” or “Bargaining for Advantage” or “Getting More: How You Can Negotiate to Succeed in Work and Life” as these tend to rely on tactics that may damage long term relationships and limit creation of value for the parties in a negotiation.
o The Mind and Heart of the Negotiator (Thompson, 2014);
o Negotiation: Closing Deals, Settling Disputes, and Making Team Decisions (Hames, 2011);
o Also, some more casual books I like are 3D Negotiation, and Getting to Yes.
• Students are not advised to read popular business books such as “Art of the Deal” or “Bargaining for Advantage” or “Getting More: How You Can Negotiate to Succeed in Work and Life” as these tend to rely on tactics that may damage long term relationships and limit creation of value for the parties in a negotiation.
Association in the course directory
Last modified: Mo 07.09.2020 15:28