040009 FK International Negotiations (BA) (2020S)
Continuous assessment of course work
Labels
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).
- Registration is open from Mo 10.02.2020 09:00 to We 19.02.2020 12:00
- Deregistration possible until Th 30.04.2020 23:59
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.
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