Universität Wien

040609 KU International Negotiations (MA) (2022W)

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

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

  • Monday 07.11. 13:15 - 14:45 Hörsaal 15 Oskar-Morgenstern-Platz 1 2.Stock
  • Wednesday 09.11. 11:30 - 13:00 Hörsaal 9 Oskar-Morgenstern-Platz 1 1.Stock
  • Wednesday 09.11. 13:15 - 14:45 Hörsaal 9 Oskar-Morgenstern-Platz 1 1.Stock
  • Monday 14.11. 13:15 - 18:15 Hörsaal 10 Oskar-Morgenstern-Platz 1 2.Stock
  • Wednesday 16.11. 13:15 - 14:45 Hörsaal 8 Oskar-Morgenstern-Platz 1 1.Stock
  • Wednesday 16.11. 15:00 - 16:30 Hörsaal 5 Oskar-Morgenstern-Platz 1 Erdgeschoß
  • Wednesday 16.11. 16:45 - 18:15 Hörsaal 16 Oskar-Morgenstern-Platz 1 2.Stock
  • Monday 21.11. 13:15 - 18:15 Hörsaal 10 Oskar-Morgenstern-Platz 1 2.Stock
  • Wednesday 23.11. 13:15 - 14:45 PC-Seminarraum 1 Oskar-Morgenstern-Platz 1 1.Untergeschoß
  • Wednesday 23.11. 15:00 - 16:30 PC-Seminarraum 1 Oskar-Morgenstern-Platz 1 1.Untergeschoß
  • Wednesday 23.11. 16:45 - 18:15 PC-Seminarraum 1 Oskar-Morgenstern-Platz 1 1.Untergeschoß

Information

Aims, contents and method of the course

The World Economic Forum established negotiation as one of the ten most important skills to have (WEC, 2016). Everybody negotiates, however, managers and professionals should know how to manage conflict and how to negotiate effectively.

The aim of this course is to give students the opportunity to improve their practical negotiation skills and learn experientially. Students will engage in a series of role-playing exercises, experiments, and case studies that address a broad spectrum of negotiation problems. Upon completion of the course, students should be able to identify a variety of negotiation problems and be equipped with different approaches how to solve them, including learning to evaluate the costs and benefits of alternative actions.

The topic of the course include:

1. Planning for and debriefing a negotiation
2. Creating value and crafting mutually beneficial agreements
3. Using and countering claiming value tactics
4. The right strategy at the right time: Balancing creating and claiming value tactics
5. Thinking in utilities: Bundling offers and making concessions
6. Exchanging information: Asking the right questions and providing the right information
7. Effective Communication: The language of creating and claiming value

Assessment and permitted materials

The assessment consists of a take-home assignment and a final exam. Please note that the final exam may be substituted with an additional take-home assignment.

Minimum requirements and assessment criteria

Passing the course requires submitting the assignments and exercises. As the class is designed as interactive workshop, attendance is compulsory. Additionally you must pass the final exam with a positive grade (min. 50%)

1 (sehr gut) → 100-89 points
2 (gut) → 88-76 points
3 (befriedigend) → 75-63 points
4 (genügend) → 62-50 points
5 (nicht genügend) → 49-0 points

Examination topics

Take-home assignments and exercises based on the topics discussed in class and selected book chapters made available online.

Reading list

Required readings and/or online videos will be made available online.

Association in the course directory

Last modified: Mo 17.10.2022 12:09