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.

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

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

040609 FK KFK ORGA: Advanced Topics in Organization (2011W)

International Negotiations

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

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)




Note: The time of your registration within the registration period has no effect on the allocation of places (no first come, first served).


max. 50 participants
Language: English


Classes (iCal) - next class is marked with N

Tuesday 18.10. 17:00 - 19:00 Hörsaal 8
Thursday 03.11. 09:30 - 11:30 Hörsaal 8
Monday 09.01. 12:00 - 16:00 Hörsaal 12
Tuesday 10.01. 15:00 - 18:00 Hörsaal 4
Wednesday 11.01. 11:00 - 14:30 Hörsaal 12
Thursday 12.01. 16:00 - 20:00 Hörsaal 11
Friday 13.01. 16:00 - 20:00 Hörsaal 7
Saturday 14.01. 12:00 - 16:00 Hörsaal 12
Wednesday 25.01. 17:00 - 19:00 Hörsaal 11


Aims, contents and method of the course

This course is designed for students who expect to perform managerial functions in their future careers. Its key objective is to equip students with the knowledge and basic skills required to conduct, manage and analyze negotiation processes. It is based on the following premise:
Everybody negotiates but managers and professionals should know how to manage conflict and how to negotiate effectively.
Discussed topics include
Conflict & negotiations
Judgment & decision making
Negotiation Process
Strategies and tactics
Culture & negotiations
Electronic negotiations

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.

Examination topics

Reading list

Association in the course directory

Last modified: Mo 07.09.2020 15:29