Universität Wien FIND
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150224 VO VO Intercultural Negotiation Patterns (2011S)

4.00 ECTS (2.00 SWS), SPL 15 - Ostasienwissenschaften

4. Prüfungstermin:
4.10.2011, 17:00-19:00 Uhr HS 50

5. Prüfungstermin WS11: FR 09.12.2011, 15:00-17:00. Ort: Hörsaal 31


Language: English



Currently no class schedule is known.


Aims, contents and method of the course

This course is designed for students who expect to perform managerial functions in their future careers. Its key objective is to equip students with the knowledge and basic skills required to conduct, manage and analyze negotiation processes. It is based on the following premise:
Everybody negotiates but managers and professionals should know how to manage conflict and how to negotiate effectively.
Discussed topics include
Conflict & negotiations
Judgment & decision making
Negotiation Process
Strategies and tactics
Culture & negotiations
Electronic negotiations

Assessment and permitted materials

There will be a written final exam.

Minimum requirements and assessment criteria

The three key objectives of this course are to provide the students with:
1. An understanding of different theories of the negotiation process and the application of these theories to a variety of settings. The theories to be covered include rational models of bargaining behaviour that have been developed in economics and decision sciences, and cognitive and behavioural theories that investigate how bargaining behaviour may diverge from the predictions of the rational models;
2. An opportunity to develop their bargaining skills and apply the theoretical concepts covered in class in a variety of negotiating exercises and cases; and
3. Exposure to new communication and computer technologies that are used in negotiation analysis and support, and in the conducting of negotiations in e-business and beyond.

Examination topics

Reading list

Association in the course directory

WM4b, 1000, JMA M9, KMA M2

Last modified: Fr 31.08.2018 08:52