040116 KU Strategic Negotiations (MA) (2019S)
Continuous assessment of course work
Labels
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 11.02.2019 09:00 to We 20.02.2019 12:00
- Registration is open from Tu 26.02.2019 09:00 to We 27.02.2019 12:00
- Deregistration possible until Th 14.03.2019 23:59
Details
max. 50 participants
Language: English
Lecturers
Classes (iCal) - next class is marked with N
Friday
05.04.
11:30 - 16:30
Hörsaal 15 Oskar-Morgenstern-Platz 1 2.Stock
Wednesday
10.04.
11:30 - 16:30
Hörsaal 15 Oskar-Morgenstern-Platz 1 2.Stock
Friday
03.05.
11:30 - 16:30
Hörsaal 15 Oskar-Morgenstern-Platz 1 2.Stock
Friday
10.05.
13:15 - 18:15
Hörsaal 17 Oskar-Morgenstern-Platz 1 2.Stock
Friday
17.05.
11:30 - 16:30
Hörsaal 15 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 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
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.
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
Lectures, cases, class discussions
Reading list
TBA
Association in the course directory
Last modified: Mo 07.09.2020 15:28