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040609 FK KFK ORGA: International Negotiations (2016W)

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 serve).

Details

max. 50 participants
Language: English

Lecturers

Classes (iCal) - next class is marked with N

Monday 03.10. 09:45 - 11:15 Hörsaal 17 Oskar-Morgenstern-Platz 1 2.Stock (Kickoff Class)
Thursday 06.10. 15:00 - 18:15 Hörsaal 4 Oskar-Morgenstern-Platz 1 Erdgeschoß
Friday 07.10. 15:00 - 18:15 Hörsaal 8 Oskar-Morgenstern-Platz 1 1.Stock
Monday 10.10. 15:00 - 18:15 Hörsaal 5 Oskar-Morgenstern-Platz 1 Erdgeschoß
Tuesday 11.10. 15:00 - 18:15 Hörsaal 16 Oskar-Morgenstern-Platz 1 2.Stock
Wednesday 12.10. 15:00 - 18:15 Hörsaal 5 Oskar-Morgenstern-Platz 1 Erdgeschoß
Thursday 13.10. 15:00 - 18:15 Hörsaal 3 Oskar-Morgenstern-Platz 1 Erdgeschoß
Friday 14.10. 15:00 - 18:15 Hörsaal 8 Oskar-Morgenstern-Platz 1 1.Stock
Thursday 20.10. 16:45 - 18:30 Hörsaal 4 Oskar-Morgenstern-Platz 1 Erdgeschoß

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

Exam (50%) & 2 home assignments (25% each)

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