Information on individual educational components (ECTS-Course descriptions) per semester | |
| Degree programme: | Bachelor International Business Administration Part-time |
| Type of degree: | FH Bachelor´s Degree Programme |
| Part-time | |
| Summer Semester 2023 | |
| Course unit title | Negotiation Skills |
| Course unit code | 025007045002 |
| Language of instruction | English |
| Type of course unit (compulsory, optional) | Elective |
| Semester when the course unit is delivered | Summer Semester 2023 |
| Teaching hours per week | 1 |
| Year of study | 2023 |
| Level of course unit (e.g. first, second or third cycle) | First Cycle (Bachelor) |
| Number of ECTS credits allocated | 2 |
| Name of lecturer(s) | Peter KESTING |
| Prerequisites and co-requisites |
None |
| Course content |
The design of negotiations with regard to organisational objectives is part of the -key qualifications- and is, in addition to budgeting and leadership, a central competence of executives. The course unfolded possibilities of effective negotiation. Individual topics: Communication foundations Vocabulary of body language Negotiation processes Harvard concept Basics of negotiation tactics Avoidable mistakes |
| Learning outcomes |
Knowledge - Students can describe significant verbal and nonverbal aspects of interpersonal communication. Comprehension - Students are able to discuss the opportunities and risks of individual phases of the negotiation process. Application - Students are able to critically plan the elements of the Harvard concept. Analysis - Students are able to analyse the design of negotiation processes. Synthesis - Students are able to design practical foundations of negotiating tactics. Evaluating - Students are able to evaluate the opportunities and risks of individual phases of the negotiation process. |
| Planned learning activities and teaching methods |
Theoretical input, individual and group exercises, presentations, discussion and reflection |
| Assessment methods and criteria |
Conceptual paper, written individually at the end of the course |
| Comment |
None |
| Recommended or required reading |
Schranner, Matthias (2008): Der Verhandlungsführer: Strategien und Taktiken, die zum Erfolg führen, 4. Aufl. München: DTV. Porter, Michael E.; Bower Joseph L. (2010): Besser Verhandeln. Das Trainingsbuch. Offenbach: GABAL. Fischer, Roger/Ury; William/Patton, Bruce (2004): Das Harvard-Konzept. Der Klassiker der Verhandlungstechnik, 22. durchges. Aufl. Frankfurt/New York: CAMPUS. Nasher, Jack (2013): Deal. Du gibst mir, was ich will. Frankfurt/New York: CAMPUS. |
| Mode of delivery (face-to-face, distance learning) |
Face-to-face instruction with mandatory attendance |
| Summer Semester 2023 | go Top |