Universität Wien

950028 SE International Business Negotiation Seminar (2023W)

2.00 ECTS (1.00 SWS), Universitätslehrgänge
Continuous assessment of course work
ON-SITE

This is a fee-based continuous education and training programme/certificate course offered by the Postgraduate Center. Please note that you must be admitted to a continuing education and training programme/certificate course to participate.

Details

Language: English

Lecturers

Classes

Currently no class schedule is known.

Information

Aims, contents and method of the course

Aims: Introduction to International Business Negotiation
Contents: Negotiation permeates our law practice and life. This highly interactive seminar draws on theoretical readings, cases studies and simulations to develop the interpersonal and analytical skills that are critical to negotiation. Students will progress from a simple 2-party purchase agreement to more complex commercial matters in terms of the parties, topics, and processes in an international context: a purchase agreement, two cross-border joint ventures, an intellectual property dispute, and a multi-party development project.
Method: Lecture, simulations, case discussion, group work

Assessment and permitted materials

Assessment: class participation (preparation and conduct of simulations, participation in debriefing discussion) and written assignment (case analysis, short essay questions, negotiation theory, and applied learning.
Permitted materials: open book [book and articles]

Minimum requirements and assessment criteria

50% for a positive grade, based on class participation and assignement

Examination topics

All topics covered in the course.

Reading list

G. Richard Shell, Bargaining for Advantage plus articles,
and simulations, provided during the course.

Association in the course directory

Last modified: We 20.12.2023 14:07