Developing Negotiation Skills (SoSe 2024)

Course schedule

Description

1. General Information

• Course in Bachelor's Program (PO 2018 and PO 2022, Module „Schlüsselqualifikationen”)
• 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, 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 30 for didactic reasons.
• All seats will be allocated randomly. Application period: February 27-March 19. 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!
• Note: The course will be a block course. Dates: July 15-17
  

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.

Lecturers

• Sertan Eravci (accompanying)