040609 FK KFK ORGA: Advanced Topics in Organization (2012W)
International Negotiations
Continuous assessment of course work
Labels
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).
- Registration is open from Th 06.09.2012 09:00 to Th 20.09.2012 14:00
- Registration is open from We 26.09.2012 10:00 to Th 27.09.2012 17:00
- Deregistration possible until Su 14.10.2012 23:59
Details
max. 50 participants
Language: English
Lecturers
Classes (iCal) - next class is marked with N
- Monday 12.11. 14:00 - 16:30 Hörsaal 12
- Monday 26.11. 12:30 - 16:00 Hörsaal 12
- Monday 26.11. 16:00 - 17:30 Hörsaal 7
- Thursday 29.11. 13:00 - 18:00 Hörsaal 8
- Monday 03.12. 12:00 - 14:00 Hörsaal 9
- Monday 03.12. 14:00 - 16:30 Hörsaal 12
- Thursday 06.12. 12:00 - 18:00 Hörsaal 8
- Monday 10.12. 12:00 - 14:00 Hörsaal 9
- Monday 10.12. 14:00 - 16:30 Hörsaal 12
- Thursday 13.12. 16:00 - 18:00 Hörsaal 8
Information
Aims, contents and method of the course
Everybody negotiates but managers and professionals should know how to manage conflict and how to negotiate effectively. The goal of this course is to improve students’ negotiation skills by equipping students with the knowledge required to conduct, manage, and analyze negotiation processes. Discussed topics include basics of negotiations (e.g., BATNA, ZOPA, different negotiation outcomes, etc.), negotiation analysis, cognitive biases in negotiations, personality and negotiations, strategies and tactics, communication, and cross-cultural negotiations. The course is based on simulated negotiations, experiments, and exercises combined with lectures.
Assessment and permitted materials
Final exam and take-home assignments
Minimum requirements and assessment criteria
Examination topics
Reading list
Association in the course directory
Last modified: Mo 07.09.2020 15:29