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040085 KU Strategic Negotiations (MA) (2016W)

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

Pre-requisites:
Bachelor’s 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).

Details

max. 50 participants
Language: English

Lecturers

Classes (iCal) - next class is marked with N

Monday 17.10. 12:30 - 17:30 Hörsaal 15 Oskar-Morgenstern-Platz 1 2.Stock
Friday 21.10. 11:30 - 16:30 Hörsaal 16 Oskar-Morgenstern-Platz 1 2.Stock
Monday 24.10. 11:30 - 16:30 Hörsaal 16 Oskar-Morgenstern-Platz 1 2.Stock
Monday 31.10. 12:30 - 17:30 Hörsaal 16 Oskar-Morgenstern-Platz 1 2.Stock
Friday 04.11. 13:15 - 18:15 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 negotiations

Improve ability to analyze negotiations in a variety of contexts

Learn to balance the implicit tradeoffs of competition and cooperation inherent in most negotiations

Introduce students to a variety of tactics and strategies employed in negotiations

Improve 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