Universität Wien
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040609 FK KFK ORGA: Advanced Topics in Organization (2013W)

International Negotiations

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

Summary

1 Griessmair , Moodle
2 Griessmair , 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).
Registration information is available for each group.

Groups

Group 1

max. 50 participants
Language: English
LMS: Moodle

Lecturers

Classes (iCal) - next class is marked with N

  • Tuesday 01.10. 14:00 - 16:00 Hörsaal 15 Oskar-Morgenstern-Platz 1 2.Stock
  • Friday 04.10. 12:00 - 18:00 Hörsaal 16 Oskar-Morgenstern-Platz 1 2.Stock
  • Wednesday 09.10. 10:00 - 14:00 Hörsaal 17 Oskar-Morgenstern-Platz 1 2.Stock
  • Wednesday 09.10. 14:00 - 16:00 Hörsaal 17 Oskar-Morgenstern-Platz 1 2.Stock
  • Thursday 10.10. 12:00 - 16:00 Hörsaal 16 Oskar-Morgenstern-Platz 1 2.Stock
  • Friday 11.10. 12:00 - 16:00 Hörsaal 16 Oskar-Morgenstern-Platz 1 2.Stock
  • Friday 18.10. 10:00 - 12:00 Hörsaal 6 Oskar-Morgenstern-Platz 1 1.Stock

Group 2

max. 60 participants
Language: English
LMS: Moodle

Lecturers

Classes (iCal) - next class is marked with N

  • Monday 18.11. 16:00 - 18:00 Hörsaal 8 Oskar-Morgenstern-Platz 1 1.Stock
  • Saturday 23.11. 12:00 - 18:00 Hörsaal 8 Oskar-Morgenstern-Platz 1 1.Stock
  • Tuesday 26.11. 16:00 - 18:00 Hörsaal 8 Oskar-Morgenstern-Platz 1 1.Stock
  • Tuesday 26.11. 18:00 - 20:00 Hörsaal 3 Oskar-Morgenstern-Platz 1 Erdgeschoß
  • Thursday 28.11. 16:00 - 20:00 Hörsaal 9 Oskar-Morgenstern-Platz 1 1.Stock
  • Tuesday 03.12. 16:00 - 18:00 Hörsaal 8 Oskar-Morgenstern-Platz 1 1.Stock
  • Tuesday 03.12. 18:00 - 20:00 Hörsaal 3 Oskar-Morgenstern-Platz 1 Erdgeschoß
  • Monday 09.12. 14:00 - 16:00 Hörsaal 8 Oskar-Morgenstern-Platz 1 1.Stock
  • Wednesday 11.12. 18:00 - 20:00 Hörsaal 15 Oskar-Morgenstern-Platz 1 2.Stock

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 them 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.

Assessment and permitted materials

Final exam and take-home assignments

Minimum requirements and assessment criteria

The goal of this course is to improve students’ negotiation skills by equipping them with the knowledge required to conduct, manage, and analyze negotiation processes.

Examination topics

The course combines lectures with role-playing negotiation simulations, in-class experiments, and exercises. Students will have the opportunity to develop their negotiation skills experientially and apply the theoretical concepts covered in class.

Reading list

Required readings will be made available online.

Association in the course directory

Last modified: Mo 07.09.2020 15:29