Universität Wien

040609 FK KFK ORGA: International Negotiations (2014W)

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

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

  • Tuesday 07.10. 15:00 - 16:30 Hörsaal 16 Oskar-Morgenstern-Platz 1 2.Stock
  • Tuesday 07.10. 16:45 - 18:15 Hörsaal 17 Oskar-Morgenstern-Platz 1 2.Stock
  • Tuesday 21.10. 15:00 - 18:15 Hörsaal 5 Oskar-Morgenstern-Platz 1 Erdgeschoß
  • Tuesday 04.11. 15:00 - 16:30 Hörsaal 5 Oskar-Morgenstern-Platz 1 Erdgeschoß
  • Tuesday 04.11. 16:30 - 18:15 Hörsaal 6 Oskar-Morgenstern-Platz 1 1.Stock
  • Tuesday 18.11. 15:00 - 16:45 Hörsaal 5 Oskar-Morgenstern-Platz 1 Erdgeschoß
  • Tuesday 18.11. 16:45 - 18:15 Hörsaal 6 Oskar-Morgenstern-Platz 1 1.Stock
  • Tuesday 02.12. 15:00 - 16:45 Hörsaal 5 Oskar-Morgenstern-Platz 1 Erdgeschoß
  • Tuesday 02.12. 16:45 - 18:15 Hörsaal 6 Oskar-Morgenstern-Platz 1 1.Stock
  • Tuesday 16.12. 15:00 - 18:15 Hörsaal 1 Oskar-Morgenstern-Platz 1 Erdgeschoß
    Hörsaal 16 Oskar-Morgenstern-Platz 1 2.Stock
  • Tuesday 20.01. 15:00 - 16:45 Hörsaal 16 Oskar-Morgenstern-Platz 1 2.Stock
  • Tuesday 20.01. 16:45 - 18:15 Hörsaal 6 Oskar-Morgenstern-Platz 1 1.Stock
  • Tuesday 27.01. 17:15 - 18:45 Hörsaal 14 Oskar-Morgenstern-Platz 1 2.Stock

Information

Aims, contents and method of the course

Everybody negotiates but managers and professionals should know how to manage conflict and how to negotiate effectively. The goal of this course is to improve students' negotiation skills by equipping them with the knowledge required to conduct, manage, and analyze negotiation processes. Discussed topics include basics of negotiations (e.g., BATNA, ZOPA, different negotiation outcomes, etc.), negotiation analysis, cognitive biases in negotiations, personality and negotiations, strategies and tactics, communication, and cross-cultural negotiations.

Assessment and permitted materials

Midterm and final exam, class participation.

Minimum requirements and assessment criteria

The goal of this course is to improve students' negotiation skills by equipping them with the knowledge required to conduct, manage, and analyze negotiation processes.

Examination topics

The course combines lectures with role-playing negotiation simulations, in-class experiments, and exercises. Students will have the opportunity to develop their negotiation skills experientially and apply the theoretical concepts covered in class.

Reading list

Required readings will be announced during the course.

Association in the course directory

Last modified: Mo 07.09.2020 15:29