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040009 FK International Negotiations (BA) (2021S)

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

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 07.05.2021 13:27