Universität Wien

040085 VK Strategic Negotiations (2014W)

4.00 ECTS (2.00 SWS), SPL 4 - Wirtschaftswissenschaften
Continuous assessment of course work

More information can be found here:
http://strategy.univie.ac.at/information-for-students/
http://strategy.univie.ac.at/information-for-students/administrative-issues/
http://strategy.univie.ac.at/information-for-students/complete-list-of-courses-at-the-strategic-management-subject-area/strategic-negotiations-strategy-204/
Moodle

Registration/Deregistration

Note: The time of your registration within the registration period has no effect on the allocation of places (no first come, first served).

Details

max. 50 participants
Language: English

Lecturers

Classes (iCal) - next class is marked with N

  • Thursday 13.11. 12:15 - 17:15 Hörsaal 16 Oskar-Morgenstern-Platz 1 2.Stock
  • Thursday 20.11. 12:15 - 17:15 Hörsaal 16 Oskar-Morgenstern-Platz 1 2.Stock
  • Thursday 27.11. 12:15 - 17:15 Hörsaal 16 Oskar-Morgenstern-Platz 1 2.Stock
  • Thursday 11.12. 14:15 - 19:15 Hörsaal 16 Oskar-Morgenstern-Platz 1 2.Stock
  • Thursday 18.12. 12:15 - 17:15 Hörsaal 16 Oskar-Morgenstern-Platz 1 2.Stock

Information

Aims, contents and method of the course

Negotiation is the process by which two or more parties with interdependent interests secure agreements. This course is designed to cover a large range of negotiation situations and issues faced by managers and other decisions makers in the private and public sector. The class will consist of a mixture of case study discussions, negotiation exercises and lectures. We will learn about basic negotiation concepts and strategies, and discuss them in a variety of contexts such as corporate acquisitions, price wars, labor disputes, licensing rights, and international relations.

Assessment and permitted materials

Minimum requirements and assessment criteria

Introduce students to the analytic concepts necessary to understand the dynamics and strategic aspects of negotiations

Improve ability to analyze negotiations in a variety of contexts

Learn to balance the implicit tradeoffs of competition and cooperation inherent in most negotiations

Introduce students to a variety of tactics and strategies employed in negotiations

Improve the ability of students to conduct successful negotiations

Examination topics

Reading list

Association in the course directory

Last modified: Mo 07.09.2020 15:28