040609 FK KFK ORGA: Advanced Topics in Organization (2009W)
International Negotiations
Continuous assessment of course work
Labels
Hinweis:
Als ergänzendes SE International Negotiation können folgende LVs besucht werden (wenn das Modul unbedingt abgeschlossen werden muss):
Vertiefung IM:
040541/1 od. 040621/1 (im Mag. Studium); 040506/1 (im Bakk. Studium)
KFK ORGA:
040220/1
Als ergänzendes SE International Negotiation können folgende LVs besucht werden (wenn das Modul unbedingt abgeschlossen werden muss):
Vertiefung IM:
040541/1 od. 040621/1 (im Mag. Studium); 040506/1 (im Bakk. Studium)
KFK ORGA:
040220/1
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 We 09.09.2009 09:00 to Tu 22.09.2009 17:00
- Registration is open from Mo 28.09.2009 09:00 to Tu 29.09.2009 17:00
- Deregistration possible until We 14.10.2009 23:59
Details
max. 50 participants
Language: English
Lecturers
Classes (iCal) - next class is marked with N
Tuesday
06.10.
16:30 - 20:00
Hörsaal 4
Tuesday
13.10.
16:30 - 20:00
Hörsaal 4
Tuesday
20.10.
16:30 - 20:00
Hörsaal 4
Tuesday
27.10.
16:30 - 20:00
Hörsaal 4
Tuesday
03.11.
16:30 - 20:00
Hörsaal 4
Tuesday
10.11.
16:30 - 20:00
Hörsaal 7
Tuesday
17.11.
16:30 - 20:00
Hörsaal 3
Tuesday
24.11.
17:00 - 18:30
Hörsaal 12
Tuesday
01.12.
14:00 - 16:00
Großer Hörsaal 2
Wednesday
09.12.
16:00 - 18:00
Hörsaal 12
Information
Aims, contents and method of the course
Assessment and permitted materials
There will be several assignments and a final exam.
Minimum requirements and assessment criteria
The three key objectives of this course are to provide the students with:
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.
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
Everybody negotiates but managers and professionals should know how to manage conflict and how to negotiate effectively.
Discussed topics include
Conflict & negotiations
Negotiators
Judgment & decision making
Negotiation Process
Strategies and tactics
Culture & negotiations
Electronic negotiations