040609 FK KFK ORGA: International Negotiations (2016W)
Continuous assessment of course work
Labels
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 Mo 12.09.2016 09:00 to Th 22.09.2016 14:00
- Deregistration possible until Fr 14.10.2016 14:00
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