040009 FK IM: International Negotiations (BA) (2017S)
Prüfungsimmanente Lehrveranstaltung
Labels
Zusammenfassung
An/Abmeldung
Hinweis: Ihr Anmeldezeitpunkt innerhalb der Frist hat keine Auswirkungen auf die Platzvergabe (kein "first come, first served").
- Anmeldung von Mi 15.02.2017 09:00 bis Mi 22.02.2017 12:00
- Abmeldung bis Di 14.03.2017 23:59
An/Abmeldeinformationen sind bei der jeweiligen Gruppe verfügbar.
Gruppen
Gruppe 1
max. 50 Teilnehmer*innen
Sprache: Englisch
Lernplattform: Moodle
Lehrende
Termine (iCal) - nächster Termin ist mit N markiert
Samstag
06.05.
09:45 - 14:45
Hörsaal 6 Oskar-Morgenstern-Platz 1 1.Stock
Hörsaal 8 Oskar-Morgenstern-Platz 1 1.Stock
Hörsaal 8 Oskar-Morgenstern-Platz 1 1.Stock
Samstag
13.05.
09:45 - 14:45
Hörsaal 6 Oskar-Morgenstern-Platz 1 1.Stock
Hörsaal 8 Oskar-Morgenstern-Platz 1 1.Stock
Hörsaal 8 Oskar-Morgenstern-Platz 1 1.Stock
Samstag
20.05.
09:45 - 14:45
Hörsaal 1 Oskar-Morgenstern-Platz 1 Erdgeschoß
Hörsaal 7 Oskar-Morgenstern-Platz 1 1.Stock
Hörsaal 7 Oskar-Morgenstern-Platz 1 1.Stock
Samstag
27.05.
09:45 - 14:45
Hörsaal 6 Oskar-Morgenstern-Platz 1 1.Stock
Hörsaal 8 Oskar-Morgenstern-Platz 1 1.Stock
Hörsaal 8 Oskar-Morgenstern-Platz 1 1.Stock
Samstag
17.06.
09:00 - 11:15
Hörsaal 6 Oskar-Morgenstern-Platz 1 1.Stock
Samstag
24.06.
09:00 - 11:15
Hörsaal 1 Oskar-Morgenstern-Platz 1 Erdgeschoß
Ziele, Inhalte und Methode der Lehrveranstaltung
Goals: students will gain a theoretical and practical overview of negotiation concepts and skills including planning skills, communication skills, and conflict resolution skills.Method: Interactive roleplay simulations, small group discussion and planning, structured presentation of skills.
Art der Leistungskontrolle und erlaubte Hilfsmittel
In class particupation, work assignments, and exam.
Prüfungsstoff
Students are expected to know by the end of the course at lesat the following:
Overall phases (process) of a negotiation and specific processes within those phases;
Key concepts such as BATNA, Reserve Points, Anchoring, New Value Creation, Tactics and countertactics, Cross cultural issues.
Overall phases (process) of a negotiation and specific processes within those phases;
Key concepts such as BATNA, Reserve Points, Anchoring, New Value Creation, Tactics and countertactics, Cross cultural issues.
Gruppe 2
max. 50 Teilnehmer*innen
Sprache: Englisch
Lernplattform: Moodle
Lehrende
Termine (iCal) - nächster Termin ist mit N markiert
Dienstag
22.08.
13:15 - 16:30
Hörsaal 3 Oskar-Morgenstern-Platz 1 Erdgeschoß
Donnerstag
24.08.
13:15 - 16:30
Hörsaal 3 Oskar-Morgenstern-Platz 1 Erdgeschoß
Montag
28.08.
13:15 - 16:30
Hörsaal 3 Oskar-Morgenstern-Platz 1 Erdgeschoß
Mittwoch
30.08.
13:15 - 16:30
Hörsaal 3 Oskar-Morgenstern-Platz 1 Erdgeschoß
Donnerstag
31.08.
13:15 - 16:30
Hörsaal 3 Oskar-Morgenstern-Platz 1 Erdgeschoß
Freitag
01.09.
13:15 - 16:30
Hörsaal 3 Oskar-Morgenstern-Platz 1 Erdgeschoß
Montag
04.09.
13:15 - 14:45
Hörsaal 4 Oskar-Morgenstern-Platz 1 Erdgeschoß
Ziele, Inhalte und Methode der Lehrveranstaltung
• Goal: students will gain a practical overview of negotiation skills including planning skills, communication skills, and conflict resolution skills.
• Content: Negotiation in a business context (details below)
• Method: Interactive roleplay simulations, small group discussion and planning, structured presentation of skills. A simulation may be conducted entirely online.
• Content: Negotiation in a business context (details below)
• Method: Interactive roleplay simulations, small group discussion and planning, structured presentation of skills. A simulation may be conducted entirely online.
Art der Leistungskontrolle und erlaubte Hilfsmittel
Self reflection assignments;
Contributions to an online forum;
Activity in class;
Completion of planning materials;
Successful demonstration of selected skills
Students are encouraged to bring electronic devices (tablets, computers, smartphones to class and to use them to search for background data, vocabulary, alternative concepts etc. Devices are however not to be used for social media or general communication.
Contributions to an online forum;
Activity in class;
Completion of planning materials;
Successful demonstration of selected skills
Students are encouraged to bring electronic devices (tablets, computers, smartphones to class and to use them to search for background data, vocabulary, alternative concepts etc. Devices are however not to be used for social media or general communication.
Prüfungsstoff
Students are expected to know by the end of the course at least the following:
Three different planning techniques;
How to research for a negotiation;
Overall phases (process) of a negotiation and specific processes within those phases;
Key concepts such as BATNA, Reserve Points, Anchoring, New Value Creation, Tactics and Countertactics, Cross cultural issues.
Three different planning techniques;
How to research for a negotiation;
Overall phases (process) of a negotiation and specific processes within those phases;
Key concepts such as BATNA, Reserve Points, Anchoring, New Value Creation, Tactics and Countertactics, Cross cultural issues.
Information
Mindestanforderungen und Beurteilungsmaßstab
• Notenschlüssel:
0%-49%: nicht genügend
50%-62%: genügend
63%-74%: befriedigend
75%-87%: gut
88%-100%: sehr gut
0%-49%: nicht genügend
50%-62%: genügend
63%-74%: befriedigend
75%-87%: gut
88%-100%: sehr gut
Literatur
• The main text for the course is Practical Business Negotiation (Baber & Chen, 2015). Students are encouraged to read and use it as well as the following books:
o The Mind and Heart of the Negotiator (Thompson, 2014);
o Negotiation: Closing Deals, Settling Disputes, and Making Team Decisions (Hames, 2011);
o Also, some more casual books I like are 3D Negotiation, and Getting to Yes.
• Students are not advised to read popular business books such as “Art of the Deal” or “Bargaining for Advantage” or “Getting More: How You Can Negotiate to Succeed in Work and Life” as these tend to rely on tactics that may damage long term relationships and limit creation of value for the parties in a negotiation.
o The Mind and Heart of the Negotiator (Thompson, 2014);
o Negotiation: Closing Deals, Settling Disputes, and Making Team Decisions (Hames, 2011);
o Also, some more casual books I like are 3D Negotiation, and Getting to Yes.
• Students are not advised to read popular business books such as “Art of the Deal” or “Bargaining for Advantage” or “Getting More: How You Can Negotiate to Succeed in Work and Life” as these tend to rely on tactics that may damage long term relationships and limit creation of value for the parties in a negotiation.
Zuordnung im Vorlesungsverzeichnis
Letzte Änderung: Mo 07.09.2020 15:28