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Negotiation (DLMNEGE)

Modulbezeichnung: Negotiation

Modulnummer:

DLMNEGE

Semester:

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Dauer:

1 Semester

Modultyp:

Wahlpflicht

Regulär angeboten im:

WS, SS

Workload: 150 h

ECTS Punkte: 5

Zugangsvoraussetzungen:

None

Unterrichtssprache:

Englisch

Kurse im Modul:

Workload:

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

Kurskoordinatoren/Tutoren::

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

Modulverantwortliche(r):

Dr. Alexandra Wuttig

Bezüge zu anderen Programmen:

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

Bezüge zu anderen Modulen im Programm:

• Leadership
• Change Management

Qualifikations- und Lernziele des Moduls:

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.

Lehrinhalt des Moduls:

  • 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

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 course outline(s)

Written assessment:
Written assignment (100%)

Oral assessment:
Online presentation (pass / not pass)