Free Electives

Modul EC4501-KP04

Negotiation (WFVerfuehr)


1 Semester
Turnus of offer:

each summer semester
Credit points:

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)
  • 60 Hours private studies
  • 45 Hours in-classroom work
  • 15 Hours exam preparation
Contents of teaching:
  • Negotiation fundamentals
  • Negotiation (sub-)processes
  • Negotiation contexts
  • Individual differences in negotiation
  • Resolving differences
  • Emotions in negotiations
  • 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:
  • Institute for Entrepreneurship and Business Development
  • Lewicki, R., Barry, B., & Saunders, D.: Negotiation – Readings, Exercises and Cases. - 2015, McGraw-Hill Education, New York.
  • Nalebuff, B.: Split the Pie: A Radical New Way to Negotiate. - 2022, Harper Collins Publishers, New York.
  • Dinnar, S. & Susskind, L.: Entrepreneurial Negotiation. - 2018, Palgrave Macmillan, Cham.
  • Feld, B. & Mendelson, J.: Venture Deals. - 2016, John Wiley & Sons, New Jersey, 3rd Edition.
  • Cialdini, R.: Influence – The Psychology of Persuasion. - 2007, Harper Collins Publishers, New York, Revised Edition.
  • Spolin, Viola: Improvisation for the Theater. - 1963, Martino Fine Books, Eastford.
  • offered only in German

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: