Universität Wien
Warning! The directory is not yet complete and will be amended until the beginning of the term.

040330 VK KFK ORGA: Advanced Topics in Organization (E) (2009S)

International Negotiation

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

  • Wednesday 04.03. 15:00 - 16:00 Hörsaal 11
  • Wednesday 11.03. 15:00 - 18:30 Hörsaal 11
  • Wednesday 18.03. 15:00 - 18:30 Hörsaal 11
  • Wednesday 25.03. 15:00 - 18:30 Hörsaal 11
  • Wednesday 01.04. 15:00 - 18:30 Hörsaal 11
  • Wednesday 22.04. 15:00 - 18:30 Hörsaal 7
  • Wednesday 29.04. 15:00 - 18:30 Hörsaal 7
  • Wednesday 13.05. 15:00 - 17:00 Hörsaal 11
  • Wednesday 13.05. 17:00 - 19:30 Großer Hörsaal 1

Information

Aims, contents and method of the course

1. An understanding of different theories of the negotiation process and the application of these theories to a variety of settings. The theories to be covered include rational models of bargaining behaviour that have been developed in economics and decision sciences, and cognitive and behavioural theories that investigate how bargaining behaviour may diverge from the predictions of the rational models;
2. An opportunity to develop their bargaining skills and apply the theoretical concepts covered in class in a variety of negotiating exercises and cases; and
3. Exposure to new communication and computer technologies that are used in negotiation analysis and support, and in the conducting of negotiations in e-business and beyond.

Assessment and permitted materials

Minimum requirements and assessment criteria

1. An understanding of different theories of the negotiation process and the application of these theories to a variety of settings. The theories to be covered include rational models of bargaining behaviour that have been developed in economics and decision sciences, and cognitive and behavioural theories that investigate how bargaining behaviour may diverge from the predictions of the rational models;
2. An opportunity to develop their bargaining skills and apply the theoretical concepts covered in class in a variety of negotiating exercises and cases; and
3. Exposure to new communication and computer technologies that are used in negotiation analysis and support, and in the conducting of negotiations in e-business and beyond.

Examination topics

Reading list


Association in the course directory

Last modified: Mo 07.09.2020 15:29