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Warning! The directory is not yet complete and will be amended until the beginning of the term.

040009 FK International Negotiations (BA) (2020S)

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

service email address: opim.bda@univie.ac.at

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

If the situation permits there will also be a mini-workshop in June.

Monday 02.03. 13:15 - 14:45 Hörsaal 16 Oskar-Morgenstern-Platz 1 2.Stock
Monday 09.03. 16:45 - 21:30 Hörsaal 16 Oskar-Morgenstern-Platz 1 2.Stock
Saturday 27.06. 09:00 - 18:15 Hörsaal 4 Oskar-Morgenstern-Platz 1 Erdgeschoß
Sunday 28.06. 09:00 - 18:15 Hörsaal 1 Oskar-Morgenstern-Platz 1 Erdgeschoß

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.

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.

Assessment and permitted materials

Written exam (open questions) and take-home assignments.

Minimum requirements and assessment criteria

Timely submission of the take home assignment and exam participation; positive evaluation requires more than 50 % of the exam’s and assignment’s points.
The course is highly interactive. Thus, attendance is strongly suggested.

Examination topics

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.

Reading list

Required readings will be made available online.

Association in the course directory

Last modified: Mo 07.09.2020 15:19