Universität Wien
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040609 KU International Negotiations (MA) (2018W)

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

  • Friday 05.10. 13:15 - 14:45 Hörsaal 5 Oskar-Morgenstern-Platz 1 Erdgeschoß
  • Friday 12.10. 13:15 - 14:45 Hörsaal 5 Oskar-Morgenstern-Platz 1 Erdgeschoß
  • Friday 19.10. 13:15 - 14:45 Hörsaal 5 Oskar-Morgenstern-Platz 1 Erdgeschoß
  • Friday 09.11. 13:15 - 14:45 Hörsaal 5 Oskar-Morgenstern-Platz 1 Erdgeschoß
  • Friday 16.11. 13:15 - 14:45 Hörsaal 5 Oskar-Morgenstern-Platz 1 Erdgeschoß
  • Friday 23.11. 13:15 - 14:45 Hörsaal 5 Oskar-Morgenstern-Platz 1 Erdgeschoß
  • Friday 30.11. 13:15 - 14:45 Hörsaal 5 Oskar-Morgenstern-Platz 1 Erdgeschoß
  • Friday 07.12. 13:15 - 14:45 Hörsaal 8 Oskar-Morgenstern-Platz 1 1.Stock
  • Friday 14.12. 13:15 - 14:45 Hörsaal 8 Oskar-Morgenstern-Platz 1 1.Stock
  • Friday 11.01. 13:15 - 14:45 Hörsaal 8 Oskar-Morgenstern-Platz 1 1.Stock
  • Friday 18.01. 13:15 - 14:45 Hörsaal 8 Oskar-Morgenstern-Platz 1 1.Stock
  • Friday 25.01. 13:15 - 14:45 Hörsaal 8 Oskar-Morgenstern-Platz 1 1.Stock
  • Friday 01.02. 13:15 - 14:45 Hörsaal 6 Oskar-Morgenstern-Platz 1 1.Stock

Information

Aims, contents and method of the course

Participants gain a basic understanding of and experience in negotiations. They can analyze negotiation situations, prepare for and conduct negotiations applying appropriate strategies and tactics and avoid decision making biases

Contents:

- negotiaiton (definition, types, relevance)
- negotiation analysis and preparation
- negotiation process
- negotiation strategies and tactics, conflict modes
- decision kaing bias
- excurs: automated negotiation
Methods:

lectures, exercises, discussions and negotiation experiments

Assessment and permitted materials

experiments & participation 20% (up to 12 points)
reports 40% (up to 24 points)
exam 40% (up to 24 points - 8 open questions)

Minimum requirements and assessment criteria

5: 0-29 points
4: 30-37 points
3: 38-45 points
2: 46-53 points
1: 54-60 points

Examination topics

subject matter for the exam is the content of the course (slides and lectures) no material allowed at the exam

Reading list

suggested readings:

Raiffa, Richardson, Metcalfe (2002): Negotiation Analysis - The Science and Art of Collaborative Decision Making, Harvard University Press

Lewicki, Saunders, Barry (2018): Negotiation, 7th ed., McGraw-Hill

Association in the course directory

Last modified: Mo 07.09.2020 15:29