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Veranstaltungsdetails

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Organisatorische Informationen Kursbeschreibung
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eventdetails open Kursbeschreibung

Sprache:
Englisch
ECTS-Credits:
6.0
Art der Prüfung (Englisch):
Grades in this course will be based on the following three components:
  • Class Contribution (10%)
  • Team Presentation (40%)
  • Self-Assessment and Reflection Paper (50%)

For details, please see the Syllabus (PDF-File).

Kursinhalt (Englisch):
Negotiation is the art and science of securing agreements between two or more interdependent parties who seek to maximize their outcomes. It is a key leadership skill. While leaders need analytical skills to develop optimal solutions, they also need negotiation skills to win acceptance and implementation of these solutions.

While we negotiate often, many of us know very little about the strategy and psychology of effective negotiations. In this course, students will have the opportunity to evaluate their existing approach to negotiations, learn new strategies, and learn how to apply these strategies to the wide variety of negotiations they will encounter across their career. The course is designed for students in all managerial and entrepreneurial careers.

The course will be largely experiential, providing students with an opportunity to develop their skills by participating in negotiation role-plays and integrating their experiences with the principles presented in the assigned readings and course discussions.

The course has four major parts, adding more complexity as we proceed in the course:

(1) Single-Issue, Two-Party Negotiations

(2) Multiple Issues, Two-Party Negotiations

(3) Multi-Party Negotiations

(4) Negotiations in International Context

Unterrichtsform:
Präsenzstudium
Literatur (Englisch):
R. Lewicki, D. M. Saunders, B. Barry. Essentials of Negotiation (6th Edition)

R. Fisher & W. Ury (and B. Patton as Editor of the Revised Edition) (4th Edition), Getting to Yes: Negotiating Agreement Without Giving In, New York, NY: Penguin Books

“The Hidden Challenge of Cross-Border Negotiations” by J.K. Sebenius, Harvard Business Review, March 2002

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GesamtworkloadZusammensetzung open Gesamtworkload und seine Zusammensetzung:

Gesamtworkload (in h):
180
Selbststudium (in h):
143
Kontaktzeit (in h):
25
Prüfung (in h):
12 (presentation + written paper)
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