Developing Negotiation Skills SS 2019




Art der Veranstaltung
Seminar, 2 SWS (Blockseminar)

Wochentag, Zeit und Ort
Wednesday, April 24, 9:15-17:45h, Alexander-von-Humboldt-Haus - AVH 138
Thursday, April 25, 9:15-17:45h, Alexander-von-Humboldt-Haus - AVH 138
Friday, April 26, 9:15-17:45h, Orléans-Ring 12 - SRZ 18

Datum der ersten Veranstaltung


1. General information

  • Course in Bachelor's Program (PO 2010, Module Schlüsselqualifikation, 2nd study year)
  • Course assessment: Regular attendance and active participation, learning report (12 pages) (3 LP)


2. Learning Objectives, Contents and Methodology

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, throughout the course of instruction, 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


3. Application and Registration

  • The number of participants is limited to 1x30, for didactic reasons.
  • All 30 seats will be randomly selected. The application period closed on March 11, 2019 (08:00 a.m.). You can apply here.


  • Accepted participants still need to register at the examination office.

4. 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.