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Free Electives

Modul EC4501-KP04

Negotiation (WFVerfuehr)

Duration:


1 Semester
Turnus of offer:


each summer semester
Credit points:


4
Course of studies, specific field and terms:
  • Master Interdisciplinary Courses (optional subject), Interdisciplinary modules, Arbitrary semester
Classes and lectures:
  • Negotiation (exercise, 1 SWS)
  • Negotiation (lecture, 2 SWS)
Workload:
  • 15 Hours exam preparation
  • 45 Hours in-classroom work
  • 60 Hours private studies
Contents of teaching:
  • Negotiation fundamentals
  • Negotiation (sub-)processes
  • Negotiation contexts
  • Individual differences in negotiation
  • Resolving differences
  • Emotions in negotiations
Qualification-goals/Competencies:
  • Students are able to identify the central issues in the process of negotiations and have a broad knowledge including the scientific basis as well as the practical application of the importance of negotiations in economic and in a business context.
  • Students are able to apply this knowledge to their own examples.
  • Individual aspects of negotiations will be studied on selected case studies and exercises
  • Students master the scientific foundations and have specialized and in-depth expertise in negotiation.
  • Students know how to prepare, structure and conduct negotiations.
  • Students are able to define goals for their own development and can reflect their own strengths and weaknesses, plan their individual development and reflect the societal impact.
  • Students can work cooperatively and responsibly in groups as well as reflect and enhance their own cooperative behavior in groups critical.
Grading through:
  • portfolio exam
Responsible for this module:
Teachers:
  • Institute for Entrepreneurship and Business Development
Literature:
  • Hollensen, Oprensik: Marketing - A relationship approach - Vahlen Verlag, München, 2010
  • Kotter: Wie Manager richtig führen - München / Wien, 1999
  • Küpper, Ortmann: Mikropolitik. Rationalität, Macht und Spiele in Organisationen - Opladen, 2. Auflage, 1992
  • Lürssen, Opresnik: Die heimlichen Spielregeln der Karriere. Wie Sie die ungeschriebenen Gesetze am Arbeitsplatz für ihren Erfolg nutzen - 3. Auflage, Frankfurt / New York, 2010
  • Neuberger: Mikropolitik. Der alltägliche Aufbau und Einsatz von Macht in Organisationen - 2. Auflage, Stuttgart, 2006
  • Opresnik: Die Geheimnisse erfolgreicher Verhandlungsführung - Besser verhandeln - in jeder Beziehung - Springer, 2013
  • Opresnik, Rennhak: Allgemeine Betriebs- und Managementlehre, Grundlagen und Praxis einer integrierten marktorientierten Unternehmensführung - Gabler, 2011
  • Seifert: Visualisieren - Präsentieren - Moderieren - 23. Auflage, Offenbach, 2009
Language:
  • offered only in German
Notes:

Prerequisites for attending the module:
- none

Prerequisites for participation in module exam(s):
- none
- Prerequisites for admission to the (written) examination may be scheduled at the beginning of the semester. When prerequisites are defined, they should be completed and positively evaluated before the initial (written) examination.

Module exam(s):
- EC4501-L1: Negotiation, portfolio exam, 100 % of module grade

The portfolio exam consists of the following:
- Group work, 40 %
- (Online) tests, 60 %

The commercial rounding is used to determine the overall grade.

Students for whom this course is a compulsory module have priority.

Letzte Änderung:
23.8.2022