Developing Negotiation Skills (DNS)

Format

Course in Bachelor's Program (PO 2018 and PO 2022, Module „Schlüsselqualifikationen”)

The course will take place as a three day block course from January 7th, 2027 to January 9th, 2027 (subject to change). For locations please always refer to the course overview

  • January 7th, 2027, 10:00 am to 6:00 pm (Thursday)
  • January 8th, 2027, 10:00 am to 6:00 pm (Friday)
  • January 9th, 2027, 10:00 am to 6:00 pm (Saturday)

Please note that these dates may still be subject to change. Should dates be changed during the application period, we will inform anyone who has already applied for DNS immediately.
Language English
Credits 3
Learning objectives
and content

The primary learning objective is to familiarize students with basic and advanced negotiation techniques. For that matter, the first half of the course covers elementary concepts of negotiation theory that are primarily applicable to deal-making scenarios, while the second half introduces students to more advanced models of negotiation and presents a range of techniques for addressing the dynamics of disagreement.

In addition, participants will develop the facilitative and mediative skills needed in today’s competitive business environment, where intra- and inter-organizational conflicts, as well as personal disputes, are more likely to emerge.

Specifically, students will:

  • Gain a broad understanding of central concepts in negotiation theory
  • Develop a toolkit of useful bargaining skills, strategies, and approaches for deal-making
  • Learn how to prepare and conduct an effective negotiation
  • Hone the ability to transfer universal concepts of negotiation to a variety of contexts and cultures
  • Develop a toolkit of useful facilitation skills and dispute resolution approaches
  • Build confidence in and learn about their negotiating behaviour
Examination  Regular attendance and active participation, learning report (12 pages) (3 LP)
Application and Registration
  • The number of participants is limited to 30 for didactic reasons.
  • All seats will be allocated randomly. Application period from September 11, 2026 till September 15, 2026. You can apply here.
  • If you receive an acceptance, you must confirm your seat bindingly via mail. Otherwise, your seat will be forfeited.
  • Accepted participants still need to register at the examination office!
Literature There is no assigned literature for this class. Students will receive lecture notes after each session that sum up the essential learnings. Several books for further study will be recommended at the end of the seminar. This course will use copyrighted materials that must be purchased in advance from case study publishers. The estimated costs are around 5 Euros.