040085 VK Strategic Negotiations (2015W)
Continuous assessment of course work
Labels
Pre-requisites:
Bachelors degree in business, admission to the Master's programme plus
if you are doing Management Competencies: successful completion of Strategic Decision Making ("Strategy 1.02")
if you are doing the Core Subject Combination (KFK): successful completion of Business Strategy ("Strategy 1.01") AND Strategic Decision Making ("Strategy 1.02")Attendance:
Attendance is mandatory. You can miss one out of five sessions without losing points, you will lose all participation marks if you miss two sessions and you will automatically fail the class if you miss more than two sessions.
Please note, for all students who want to attend the course it is absolutely essential that you attend the first session as failure to do so will result in your exclusion from the course. (If you fall ill, please contact the lecturer as soon as possible and provide a medical certificate.) This is to ensure that students on the waiting list have the opportunity to move up!Further information can be found here:
http://strategy.univie.ac.at/information-for-students/
http://strategy.univie.ac.at/information-for-students/administrative-issues/
http://strategy.univie.ac.at/information-for-students/complete-list-of-courses-at-the-strategic-management-subject-area/strategic-negotiations-strategy-204/
Bachelors degree in business, admission to the Master's programme plus
if you are doing Management Competencies: successful completion of Strategic Decision Making ("Strategy 1.02")
if you are doing the Core Subject Combination (KFK): successful completion of Business Strategy ("Strategy 1.01") AND Strategic Decision Making ("Strategy 1.02")Attendance:
Attendance is mandatory. You can miss one out of five sessions without losing points, you will lose all participation marks if you miss two sessions and you will automatically fail the class if you miss more than two sessions.
Please note, for all students who want to attend the course it is absolutely essential that you attend the first session as failure to do so will result in your exclusion from the course. (If you fall ill, please contact the lecturer as soon as possible and provide a medical certificate.) This is to ensure that students on the waiting list have the opportunity to move up!Further information can be found here:
http://strategy.univie.ac.at/information-for-students/
http://strategy.univie.ac.at/information-for-students/administrative-issues/
http://strategy.univie.ac.at/information-for-students/complete-list-of-courses-at-the-strategic-management-subject-area/strategic-negotiations-strategy-204/
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 14.09.2015 09:00 to Th 24.09.2015 14:00
- Deregistration possible until We 14.10.2015 23:59
Details
max. 50 participants
Language: English
Lecturers
Classes (iCal) - next class is marked with N
- Friday 23.10. 11:30 - 16:30 Hörsaal 16 Oskar-Morgenstern-Platz 1 2.Stock
- Friday 30.10. 13:15 - 18:15 Hörsaal 16 Oskar-Morgenstern-Platz 1 2.Stock
- Wednesday 04.11. 11:30 - 16:30 Hörsaal 16 Oskar-Morgenstern-Platz 1 2.Stock
- Thursday 19.11. 13:15 - 18:15 Hörsaal 16 Oskar-Morgenstern-Platz 1 2.Stock
- Wednesday 25.11. 11:30 - 16:30 Hörsaal 16 Oskar-Morgenstern-Platz 1 2.Stock
Information
Aims, contents and method of the course
Negotiation is the process by which two or more parties with interdependent interests secure agreements. This course is designed to cover a large range of negotiation situations and issues faced by managers and other decisions makers in the private and public sector. The class will consist of a mixture of case study discussions, negotiation exercises and lectures. We will learn about basic negotiation concepts and strategies, and discuss them in a variety of contexts such as corporate acquisitions, price wars, labor disputes, licensing rights, and international relations.
Assessment and permitted materials
Minimum requirements and assessment criteria
Introduce students to the analytic concepts necessary to understand the dynamics and strategic aspects of negotiationsImprove ability to analyze negotiations in a variety of contextsLearn to balance the implicit tradeoffs of competition and cooperation inherent in most negotiationsIntroduce students to a variety of tactics and strategies employed in negotiationsImprove the ability of students to conduct successful negotiations
Examination topics
Lectures, cases, class discussions;Language: The course is held in English
Reading list
Optional Textbook: Malhotra and Bazerman (2008). Negotiation Genius (Bantam)
Association in the course directory
Last modified: Mo 07.09.2020 15:28