040609 KU International Negotiations (MA) (2020S)
Continuous assessment of course work
Labels
service email address: opim.bda@univie.ac.at
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 Mo 10.02.2020 09:00 to We 19.02.2020 12:00
- Registration is open from Tu 25.02.2020 09:00 to We 26.02.2020 12:00
- Deregistration possible until Th 30.04.2020 23:59
Details
max. 50 participants
Language: English
Lecturers
Classes (iCal) - next class is marked with N
If the situation permits there will be a mini-workshop at the end of June.
- Monday 02.03. 16:45 - 18:15 Hörsaal 3 Oskar-Morgenstern-Platz 1 Erdgeschoß
- Friday 06.03. 15:00 - 20:00 Hörsaal 17 Oskar-Morgenstern-Platz 1 2.Stock
- Tuesday 10.03. 15:00 - 20:00 Hörsaal 17 Oskar-Morgenstern-Platz 1 2.Stock
- Saturday 27.06. 09:00 - 18:15 Hörsaal 4 Oskar-Morgenstern-Platz 1 Erdgeschoß
- Sunday 28.06. 09:00 - 18:15 Hörsaal 1 Oskar-Morgenstern-Platz 1 Erdgeschoß
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.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.The discussed topics include, amongst others, interested based negotiations, integrative vs. distributive negotiation strategies, thinking in utilities, communication in negotiation, offer- and concession making, and power and fairness in negotiations.
Assessment and permitted materials
Written exam (open questions) and take-home assignments.
Minimum requirements and assessment criteria
Timely submission of the take home assignment and exam participation; positive evaluation requires more than 50 % of the exam’s and assignment’s points.
The course is highly interactive. Thus, attendance is strongly suggested.
The course is highly interactive. Thus, attendance is strongly suggested.
Examination topics
Interested based negotiations, thinking in utilities, communication in negotiation, negotiation strategies and tactics, offer- and concession making, power in negotiations, fairness in negotiations, cognitive biases
Reading list
Required readings will be made available online.
Association in the course directory
Last modified: Mo 07.09.2020 15:19