Universität Wien FIND

Due to the COVID-19 pandemic, changes to courses and exams may be necessary at short notice. Inform yourself about the current status on u:find and check your e-mails regularly. Registration is mandatory for courses and exams. Wearing a FFP2 face mask and a valid evidence of being tested, vaccinated or have recovered from an infection are mandatory on site.

Please read the information on studieren.univie.ac.at/en/info.

040116 KU Strategic Negotiations (MA) (2018S)

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

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

Please note that choosing our Minor/Major will entail costs based on external business case studies, for which license fees must be paid.
Please calculate the following:
Minor: ca. 35 EUR
Major: an additional approx. 35 EUR

Monday 19.03. 13:15 - 18:15 Hörsaal 16 Oskar-Morgenstern-Platz 1 2.Stock
Tuesday 17.04. 09:45 - 14:45 Hörsaal 15 Oskar-Morgenstern-Platz 1 2.Stock
Thursday 19.04. 09:45 - 14:45 Hörsaal 17 Oskar-Morgenstern-Platz 1 2.Stock
Tuesday 24.04. 09:45 - 14:45 Hörsaal 15 Oskar-Morgenstern-Platz 1 2.Stock
Thursday 26.04. 09:45 - 14:45 Hörsaal 17 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.

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

Assessment and permitted materials

Your final grade will be determined based on three components:
Class participation (max 25 points)
Group project (max 30 points)
Individual final paper (max 45 points):

Please note that you will start working on the group project during our fourth session so it is essential that you attend this session. You will have 24h to complete the project (including class time).
The topic for the individual final project will be given to you on the day after our last session and you will have 24h to complete it.

Minimum requirements and assessment criteria

You need to achieve a total of at least 50 points in order to pass the class.

Examination topics

Reading list


Association in the course directory

Last modified: Mo 07.09.2020 15:28