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040609 KU International Negotiations (MA) (2019W)

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

Summary

1 Vetschera , Moodle
2 Griessmair , 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 serve).
Registration information is available for each group.

Groups

Group 1

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

max. 50 participants
Language: English
LMS: Moodle

Lecturers

Classes (iCal) - next class is marked with N

Please take note: the 1st session on 3.10. will actually take place in HS 1!
Mandatory attendance expected for the 1st and 2nd sessions this semester! Unexcused absence on either 3.10. or 10.10. will result in deregistration from the course.

Thursday 03.10. 09:45 - 12:00 Hörsaal 5 Oskar-Morgenstern-Platz 1 Erdgeschoß
Thursday 10.10. 09:45 - 11:15 Hörsaal 5 Oskar-Morgenstern-Platz 1 Erdgeschoß
Thursday 17.10. 09:45 - 11:15 Hörsaal 5 Oskar-Morgenstern-Platz 1 Erdgeschoß
Thursday 24.10. 09:45 - 11:15 Hörsaal 5 Oskar-Morgenstern-Platz 1 Erdgeschoß
Thursday 31.10. 09:45 - 11:15 Hörsaal 5 Oskar-Morgenstern-Platz 1 Erdgeschoß
Thursday 07.11. 09:45 - 11:15 Hörsaal 5 Oskar-Morgenstern-Platz 1 Erdgeschoß
Thursday 14.11. 09:45 - 11:15 Hörsaal 9 Oskar-Morgenstern-Platz 1 1.Stock
Thursday 21.11. 09:45 - 11:15 Hörsaal 5 Oskar-Morgenstern-Platz 1 Erdgeschoß
Thursday 28.11. 09:45 - 11:15 Hörsaal 5 Oskar-Morgenstern-Platz 1 Erdgeschoß
Thursday 05.12. 09:45 - 11:15 Hörsaal 5 Oskar-Morgenstern-Platz 1 Erdgeschoß
Thursday 12.12. 09:45 - 11:15 Hörsaal 5 Oskar-Morgenstern-Platz 1 Erdgeschoß
Thursday 09.01. 09:45 - 11:15 Hörsaal 5 Oskar-Morgenstern-Platz 1 Erdgeschoß
Thursday 16.01. 09:45 - 11:15 Hörsaal 5 Oskar-Morgenstern-Platz 1 Erdgeschoß
Thursday 23.01. 09:45 - 11:15 Hörsaal 5 Oskar-Morgenstern-Platz 1 Erdgeschoß
Thursday 30.01. 09:45 - 11:15 Hörsaal 14 Oskar-Morgenstern-Platz 1 2.Stock
Thursday 27.02. 15:00 - 16:30 Hörsaal 16 Oskar-Morgenstern-Platz 1 2.Stock

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

Group 2

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

max. 50 participants
Language: English
LMS: Moodle

Lecturers

Classes (iCal) - next class is marked with N

Wednesday 02.10. 15:00 - 16:30 Hörsaal 8 Oskar-Morgenstern-Platz 1 1.Stock
Thursday 17.10. 16:45 - 18:15 Hörsaal 16 Oskar-Morgenstern-Platz 1 2.Stock
Thursday 17.10. 18:30 - 20:00 Hörsaal 16 Oskar-Morgenstern-Platz 1 2.Stock
Friday 18.10. 13:15 - 14:45 Hörsaal 15 Oskar-Morgenstern-Platz 1 2.Stock
Friday 18.10. 15:00 - 16:30 Hörsaal 10 Oskar-Morgenstern-Platz 1 2.Stock
Friday 18.10. 16:45 - 18:15 Hörsaal 8 Oskar-Morgenstern-Platz 1 1.Stock
Saturday 19.10. 11:30 - 16:30 Hörsaal 3 Oskar-Morgenstern-Platz 1 Erdgeschoß
Monday 21.10. 13:15 - 18:15 Hörsaal 17 Oskar-Morgenstern-Platz 1 2.Stock
Friday 25.10. 13:15 - 14:45 Hörsaal 9 Oskar-Morgenstern-Platz 1 1.Stock
Friday 25.10. 15:00 - 16:30 Hörsaal 10 Oskar-Morgenstern-Platz 1 2.Stock
Friday 25.10. 16:45 - 18:15 Hörsaal 12 Oskar-Morgenstern-Platz 1 2.Stock
Thursday 31.10. 15:00 - 16:30 Hörsaal 4 Oskar-Morgenstern-Platz 1 Erdgeschoß

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.

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.

Assessment and permitted materials

Evaluation consists of 1 exam (50%) & 2 home assignments (25% each)

Minimum requirements and assessment criteria

In order to pass the course, it is required to achieve a minimum 51 % in total.

Examination topics

The topics discussed in class.

Reading list

Required readings will be announced during the course.

Association in the course directory

Last modified: Mo 07.09.2020 15:19