Developing Negotiation Skills WS 20/21

Dozent(en)

Ansprechpartner

Art der Veranstaltung
042320

Wochentag, Zeit und Ort
Freitag, 06.11.2020, 10:00-14:00, Zoom
Freitag, 20.11.2020, 10:00-14:00, Zoom
Freitag, 08.01.2021, 10:00-14:00, Zoom
Freitag, 15.01.2021, 10:00-14:00, Zoom
Freitag, 22.01.2021, 10:00-14:00, Zoom
Freitag, 29.01.2021, 10:00-14:00, Zoom
Freitag, 05.02.2021, 10:00-14:00, (Ausweichtermin)
Freitag, 12.02.2021, 10:00-14:00, (Ausweichtermin)

Datum der ersten Veranstaltung
06.11.2020

Veranstaltungssprache
Englisch

The start of the winter semester is postponed to November 2, 2020. Due to the ongoing restrictions resulting from the Corona-Pandemic, this course will be held digitally via Zoom . The login data and further information are provided in the respective Learnweb course. Subscriptions to the Learnweb course are possible with your ZIV identification until November 9, 2020.

 

. 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 allocated randomly. The application deadline is October 23, 2020 (11:59 p.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.