Universität Wien
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040609 KU International Negotiations (MA) (2022W)

4.00 ECTS (2.00 SWS), SPL 4 - Wirtschaftswissenschaften
Prüfungsimmanente Lehrveranstaltung
VOR-ORT

service email address: opim.bda@univie.ac.at
Moodle

An/Abmeldung

Hinweis: Ihr Anmeldezeitpunkt innerhalb der Frist hat keine Auswirkungen auf die Platzvergabe (kein "first come, first served").

Details

max. 50 Teilnehmer*innen
Sprache: Englisch

Lehrende

Termine (iCal) - nächster Termin ist mit N markiert

  • Montag 07.11. 13:15 - 14:45 Hörsaal 15 Oskar-Morgenstern-Platz 1 2.Stock
  • Mittwoch 09.11. 11:30 - 13:00 Hörsaal 9 Oskar-Morgenstern-Platz 1 1.Stock
  • Mittwoch 09.11. 13:15 - 14:45 Hörsaal 9 Oskar-Morgenstern-Platz 1 1.Stock
  • Montag 14.11. 13:15 - 18:15 Hörsaal 10 Oskar-Morgenstern-Platz 1 2.Stock
  • Mittwoch 16.11. 13:15 - 14:45 Hörsaal 8 Oskar-Morgenstern-Platz 1 1.Stock
  • Mittwoch 16.11. 15:00 - 16:30 Hörsaal 5 Oskar-Morgenstern-Platz 1 Erdgeschoß
  • Mittwoch 16.11. 16:45 - 18:15 Hörsaal 16 Oskar-Morgenstern-Platz 1 2.Stock
  • Montag 21.11. 13:15 - 18:15 Hörsaal 10 Oskar-Morgenstern-Platz 1 2.Stock
  • Mittwoch 23.11. 13:15 - 14:45 PC-Seminarraum 1 Oskar-Morgenstern-Platz 1 1.Untergeschoß
  • Mittwoch 23.11. 15:00 - 16:30 PC-Seminarraum 1 Oskar-Morgenstern-Platz 1 1.Untergeschoß
  • Mittwoch 23.11. 16:45 - 18:15 PC-Seminarraum 1 Oskar-Morgenstern-Platz 1 1.Untergeschoß

Information

Ziele, Inhalte und Methode der Lehrveranstaltung

The World Economic Forum established negotiation as one of the ten most important skills to have (WEC, 2016). Everybody negotiates, however, managers and professionals should know how to manage conflict and how to negotiate effectively.

The aim of this course is to give students the opportunity to improve their practical negotiation skills and learn experientially. Students will engage in a series of role-playing exercises, experiments, and case studies that address a broad spectrum of negotiation problems. Upon completion of the course, students should be able to identify a variety of negotiation problems and be equipped with different approaches how to solve them, including learning to evaluate the costs and benefits of alternative actions.

The topic of the course include:

1. Planning for and debriefing a negotiation
2. Creating value and crafting mutually beneficial agreements
3. Using and countering claiming value tactics
4. The right strategy at the right time: Balancing creating and claiming value tactics
5. Thinking in utilities: Bundling offers and making concessions
6. Exchanging information: Asking the right questions and providing the right information
7. Effective Communication: The language of creating and claiming value

Art der Leistungskontrolle und erlaubte Hilfsmittel

The assessment consists of a take-home assignment and a final exam. Please note that the final exam may be substituted with an additional take-home assignment.

Mindestanforderungen und Beurteilungsmaßstab

Passing the course requires submitting the assignments and exercises. As the class is designed as interactive workshop, attendance is compulsory. Additionally you must pass the final exam with a positive grade (min. 50%)

1 (sehr gut) → 100-89 points
2 (gut) → 88-76 points
3 (befriedigend) → 75-63 points
4 (genügend) → 62-50 points
5 (nicht genügend) → 49-0 points

Prüfungsstoff

Take-home assignments and exercises based on the topics discussed in class and selected book chapters made available online.

Literatur

Required readings and/or online videos will be made available online.

Zuordnung im Vorlesungsverzeichnis

Letzte Änderung: Mo 17.10.2022 12:09