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Negotiation (DLBNEGE)

Modulbezeichnung: Negotiation

Modulnummer:

DLBNEGE

Semester:

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Dauer:

1 Semester

Modultyp:

Wahlpflicht

Regulär angeboten im:

WS, SS

Workload: 300 h

ECTS Punkte : 10

Zugangsvoraussetzungen:

None

Unterrichtssprache:

Englisch

Kurse im Modul:

Workload:

Self-study: 220 h
Self-examination: 40 h
Tutorials: 40 h

Kurskoordinatoren/Tutoren::

Please see the current list of tutors in the Learning Management System.

Modulverantwortliche(r):

Dr. Alexandra Wuttig

Bezüge zu anderen Programmen:

• BA Betriebswirtschaftslehre
• BA Marketing
• BA Personalmanagement
• BA Finanzmanagement
• BA Gesundheitsmanagement
• LLB Wirtschaftsrecht

Bezüge zu anderen Modulen im Programm:

• Unternehmensführung
• Personalwesen
• Wirtschaftspsychologie

Qualifikations- und Lernziele des Moduls :

Negotiation, in a nutshell, is the interpersonal decision making process by which resources are distributed or conflicts resolved. Whether on the job, in the market place, or with family and friends, people negotiate all the time.

Understanding negotiation and how it is done successfully is especially important for graduates of this program. The depth and breadth of globalization, the ever-increasing importance of interdisciplinarity, and the steady intensification of competition all make effective (and successful) negotiation more and more challenging.

This module draws on empirical insight gained by the wide range of academic disciplines investigating negotiation: social psychology, behavioral economics, and legal and management studies. The module provides students with a thorough understanding of negotiation and how to negotiate. The conceptual insights are illustrated by current real-world negotiation examples from a broad array of contexts.

Lehrinhalt des Moduls:

A) Negotiation I:
• The Significance and Nature of Negotiation
• Transaction Setup
• Rationality
• The Distribution of Value
• Distributive Negotiation Tactics

B) Negotiation II:
• The Creation of Value
• Value-Creation Negotiation Tactics
• General Negotiation Tactics
• The Negotiator’s Dilemma
• Culture and Negotiation

Lehrmethoden:

See the contributing course outline(s)

Literatur:

See the contributing course outline(s)

Anteil der Modulnote an der Gesamtabschlussnote des Programms :

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Prüfungszulassungsvoraussetzung:

Abschlussprüfungen:

See the contributing course outline(s)

DLBNEGE01: Written assessment: Written assignment (50%)

DLBNEGE02: Written assessment: Written assignment (50%)