Universität Wien FIND

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040609 KU International Negotiations (MA) (2019S)

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

service email address: opim.bda@univie.ac.at

Registration/Deregistration

Details

max. 50 participants
Language: English

Lecturers

Classes (iCal) - next class is marked with N

Thursday 07.03. 15:00 - 16:30 Hörsaal 8 Oskar-Morgenstern-Platz 1 1.Stock
Thursday 14.03. 15:00 - 16:30 Hörsaal 8 Oskar-Morgenstern-Platz 1 1.Stock
Thursday 21.03. 15:00 - 16:30 Hörsaal 8 Oskar-Morgenstern-Platz 1 1.Stock
Thursday 28.03. 15:00 - 16:30 Hörsaal 8 Oskar-Morgenstern-Platz 1 1.Stock
Thursday 04.04. 15:00 - 16:30 Hörsaal 8 Oskar-Morgenstern-Platz 1 1.Stock
Thursday 11.04. 15:00 - 16:30 Hörsaal 8 Oskar-Morgenstern-Platz 1 1.Stock
Thursday 02.05. 15:00 - 16:30 Hörsaal 8 Oskar-Morgenstern-Platz 1 1.Stock
Thursday 09.05. 15:00 - 16:30 Hörsaal 8 Oskar-Morgenstern-Platz 1 1.Stock
Thursday 16.05. 15:00 - 16:30 Hörsaal 8 Oskar-Morgenstern-Platz 1 1.Stock
Thursday 23.05. 15:00 - 16:30 Hörsaal 8 Oskar-Morgenstern-Platz 1 1.Stock
Thursday 06.06. 15:00 - 16:30 Hörsaal 8 Oskar-Morgenstern-Platz 1 1.Stock
Thursday 27.06. 15:00 - 16:30 Hörsaal 14 Oskar-Morgenstern-Platz 1 2.Stock

Information

Aims, contents and method of the course

The course provides a comprehensive overview of the theory and practice of negotiations. It combines lectures, literature and hands-on experience in negotiation exercises.

Outline:
* Introduction: Basic concepts and definitions
* Preparing for negotiations
* Conducting negotiations
- Strategies and tactics in negotiations
- The negotiation process
- Substantive behavior: Offers and concessions
- Communication in negotiations
- Biases
* Culture in negotiations
* Fairness in negotiations
* The future of negotiations
* Alternatives to negotiations

Assessment and permitted materials

Final exam (60%)
Exercises (participation and transcripts) (2x 5%)
Reading summaries (2x 15%)

Minimum requirements and assessment criteria

50% of the total course points are required to pass the course

Examination topics

subject matter for the exam is the content of the course (slides and lectures) no material allowed at the exam

Reading list

will be provided via Moodle

Association in the course directory

Last modified: Mo 07.09.2020 15:29