Negotiation (DLMNEGE)

Module Title: Negotiation

Module No.:


Semester / Term:



1 Semester

Module Type(s):


Regularly offered in:


Workload: 150 h

Credit Points: 5

Admission Requirements:


Language of Instruction:


Contributing Courses to Module:


Self-study: 110 h
Self-examination: 20 h
Tutorials: 20 h

Course Coordinator(s) / Tutor(s):

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

Module Director:

Prof. Dr. Georg Berkel

References to Other Programs:

• Master General Management (GM-120)
• Master Leadership & Management (MLM-60)
• Master Personalmanagement (MPM-60)

References to Other Modules in the Program:

• Leadership
• Change Management

Qualification and Educational Objectives of the Module:

On successful completion of this module, students will be able to:

  • Describe the process of negotiation and the interconnected but opposing processes of value distribution and value creation.
  • Recognize common myths and misconceptions regarding negotiation and negotiators and take measures to avoid common pitfalls.
  • Apply empirical insights about the process of negotiation to negotiation scenarios.
  • Negotiate with various other parties using value distribution and value creation tactics.
  • Engage in a process of self-reflection and utilize a variety of tools to improve performance as a novice negotiator.

Course Content of the Module:

  • The significance and nature of negotiation
  • The distribution of value
  • Distributive negotiation tactics
  • The creation of value
  • Value creation negotiation tactics
  • The negotiator’s dilemma
  • Learning to negotiate

Teaching Methods:

See the contributing course outline(s)


See the contributing course outline(s)

Percentage of the Module Grade Relative to the Final Grade for the Program:


Prerequisites to Qualify for Assessment:


See course outline(s)

Written assessment:
Written assignment (100%)

Oral assessment:
Online presentation (pass / not pass)