Developing Negotiation Skills SS18
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. Timetable
Date |
Time |
Venue |
Friday, 13. April 2018 |
16:15 - 19:45 |
SRZ 17 |
Friday, 4. May 2018 |
12:15 – 15:45 |
SRZ 17 |
Friday, 18. May 2018 |
12:15 – 15:45 |
SRZ 17 |
Friday, 8. June 2018 |
16:15 - 19:45 |
SRZ 17 |
Friday, 29. June 2018 |
16:15 - 19:45 |
SRZ 17 |
Friday, 6. July 2018 |
16:15 - 19:45 |
SRZ 17 |
4. Application and Registration
- The number of participants is limited to 1x30, for didactic reasons.
- All 30 seats will be randomly selected. The application period closes on 14.03.2018 11:59 p.m. You can apply here.
- Accepted participants still need to register at the examination office.
5. 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.