040009 FK International Negotiations (BA) (2021S)
Continuous assessment of course work
Labels
REMOTE
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 Th 11.02.2021 09:00 to Mo 22.02.2021 12:00
- Deregistration possible until We 31.03.2021 23:59
Details
max. 50 participants
Language: English
Lecturers
Classes (iCal) - next class is marked with N
Monday
01.03.
15:00 - 16:30
Digital
Thursday
04.03.
15:00 - 18:15
Digital
Monday
08.03.
15:00 - 18:15
Digital
Monday
19.04.
15:00 - 18:15
Digital
Wednesday
21.04.
15:00 - 18:15
Digital
Friday
23.04.
15:00 - 18:15
Digital
Monday
26.04.
15:00 - 18:15
Digital
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
The assessment consists of a take-home assignments.
Minimum requirements and assessment criteria
In order to pass the course, participation at the workshop and a positive evaluation (min. 50%) of the take-home assignment/exam is required.
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: Fr 12.05.2023 00:12