Negotiation I (DLBNEGE01)




Negotiation I


150 h

ECTS Punkte:


Kurstyp: Wahlpflicht

Kursangebot: WS, SS

Course Duration: 1 Semester



Kurskoordinator(en) / Dozenten / Lektoren:

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Beschreibung des Kurses:

The course enables students to learn both about negotiation and how to negotiate. In order to understand the rules that govern the interpersonal decision-making process that is negotiation, it is essential to have an in-depth understanding of the two sides of negotiation: the distribution of value and the creation of value.

This course introduces students to the pervasive nature of negotiation and some of the common myths and misconceptions that limit the potential benefits to be gained through effective negotiation. The preliminary steps to establish an effective negotiation and the mindset to be adopted in the negotiation are explored before delving into the concept of distribution value and the specific tactics that can be employed in order to arrive at the most favorable outcome. This part of the course is concluded by insights into how individuals (and organizations) can learn how to negotiate better. Empirical insight is presented together with actual real world examples.

Course Objectives and Outcome:


  • learn to recognize the most effective attitude to approaching and engaging in a negotiation
  • learn to recognize the components of a negotiation and develop skills in managing the distribution and creation of value
  • learn to apply these insights to their professional lives

Teaching Methods:

A variety of learning materials are offered to students: depending on the course, these include printed and online course books, vodcasts, podcasts, online tutorials, case studies, and online knowledge tests. This range of learning materials is offered to students so they can study at a time, place, and pace that best suits their circumstances and individual learning style.

Course Content

1 The Significance and Nature of Negotiation

1.1 The Nature and Types of Negotiation

1.2 Misconceptions About Negotiation and Myths About Negotiators

2 Transaction Setup

2.1 The Other Party

2.2 The Contract

3 Rationality

3.1 Cognitive Illusions

3.2 Overconfidence

3.3 The Irrational Escalation of Commitment

3.4 Anchoring

4 The Distribution of Value

4.1 The Pie: Zone of Possible Agreement

4.2 Slicing the Pie: Maximizing Distributive Outcomes

5 Distributive Negotiation Tactics

5.1 Distributive Negotiation To-Dos

5.2 Learning Transfer


• Brett, J. M. (2014). Negotiating globally: How to negotiate deals, resolve dispute, and make decisions across cultural boundaries. San Francisco: Jossey-Bass.
• De Cremer, D., & Pillutla, M. (2013). Making negotiations predictable: What science tells us. Basingstoke: Palgrave Macmillan.
• Diekmann, K., & Galinsky, A. D. (2006). Overconfident, underprepared: Why you may not be ready to negotiate. Negotiation, 9(10), 6–9.
• Kahneman, D. (2011). Thinking, fast and slow. London: Penguin Books.
• Katz, G. (2011). Intercultural negotiations: The unique case of Germany and Israel. Berlin: Books on Demand.
• Schneider, A. K. (2002). Shattering negotiation myths: Empirical evidence on the effectiveness of negotiation style. Harvard Negotiation Law Review, 7, 143.
• Thompson, L. (2014). The mind and heart of the negotiator. London: Pearson.


• Depending on the course: Completion of online knowledge tests (approx. 15 minutes per unit, pass / not pass)
• Course evaluation


Written assessment: Written assignment

Student Workload (in hours): 150

Self-study: 110
Self-testing: 20
Tutorials: 20