Universität Wien

040009 FK International Negotiations (BA) (2022S)

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

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

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 16.05. 15:00 - 16:30 Hörsaal 16 Oskar-Morgenstern-Platz 1 2.Stock
  • Wednesday 18.05. 15:00 - 16:30 PC-Seminarraum 1 Oskar-Morgenstern-Platz 1 1.Untergeschoß
  • Thursday 19.05. 15:00 - 16:30 PC-Seminarraum 5 Oskar-Morgenstern-Platz 1 1.Untergeschoß
  • Monday 23.05. 15:00 - 18:15 Hörsaal 16 Oskar-Morgenstern-Platz 1 2.Stock
  • Wednesday 25.05. 15:00 - 18:15 Hörsaal 16 Oskar-Morgenstern-Platz 1 2.Stock
  • Friday 27.05. 15:00 - 18:15 Hörsaal 16 Oskar-Morgenstern-Platz 1 2.Stock
  • Monday 30.05. 15:00 - 18:15 Hörsaal 5 Oskar-Morgenstern-Platz 1 Erdgeschoß
  • Wednesday 01.06. 15:00 - 18:15 Hörsaal 14 Oskar-Morgenstern-Platz 1 2.Stock
  • Wednesday 08.06. 16:45 - 20:00 Hörsaal 14 Oskar-Morgenstern-Platz 1 2.Stock
  • Friday 10.06. 15:00 - 16:30 Hörsaal 14 Oskar-Morgenstern-Platz 1 2.Stock

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 short take-home assignment, short exercises (e.g., completing a questionnaire, experiments), and a final exam. Detailed information about the assignments and exercises will be sent to you via e-mail before the start of the course.

Please note that if on site teaching is not possible because of COVID-19, the final exam may be substituted with an additional take-home assignment.

Minimum requirements and assessment criteria

As the class is designed as interactive workshop, attendance is compulsory. Passing the course requires achieving a minimum of 50 points (assignment + exam).

1 (sehr gut) → 100-89 points
2 (gut) → 88-76 points
3 (befriedigend) → 75-63 points
4 (genügend) → 62-50 points
5 (nicht genügend) → 49-0 points

Examination topics

Topics discussed in class (the slides will be made available online).

Reading list

Required readings for the assignments and slides for the exam will be made available online. Negotiation books I generally recommend are:

• Leigh L. Thompson (2015) The Mind and Heart of the Negotiator (comprehensive textbook, long and sciency, nothing for your bedside table or vacation, but a good read covering all the basics and more)
• Leigh L. Thompson (2013) The Truth about Negotiations (short, practice-oriented book covering the basics)
• Deepak Malhotra & Max Bazerman (2007) Negotiation Genius (negotiation book for managers; additionally to the basics such as claiming and creating value, it covers psychological aspects of negotiation and real world problems such as confronting lies and dealing with more powerful counterparts)
• Deepak Malhtora (2016) Negotiating the Impossible (negotiation book for managers focusing on framing, the negotiation process, and empathy)

Association in the course directory

Last modified: We 01.06.2022 15:48