Instructors:	Mag.Dr. Manfred Hückel
Type:	PI AG
Weekly hours:	2
Members (max.):	14
Registration period:	03/03/08 to 03/14/08

Class objective(s) (learning outcomes)

The objective is to to teach students to prepare themselves for and to deal with business negotiations based on the principles of the “Harvard Program on Negotiation”. These principles are designed to help them to win in negotiations and to have long-lasting business relationships.

Prerequisites according to degree program

Only for students in Part II of their studies.

Teaching and learning method(s)

Due to the highly interactive nature of the course, which requires students to negotiate regularly with each other, the class is limited to 24 students. A significant amount of time is spent both in and out of class preparing for the negotiations, actually negotiating, and giving and receiving feedback. The cases used are mostly Harvard cases.

In case of restricted admission; selection criteria

1. ZAS INCOMING STUDENTS
ZAS incoming students can already register via the WWW on a preferential basis for places specifically marked for them (10 places).

2. WU STUDENTS
Registration required via the WWW during the period of registration.

If this class is required as 'freies Wahlfach', please refer to LPIS for more information on registration procedures.

Criteria for successful completion

* 100 % attendance of all 4 sessions of the seminar.
* Written preparation of the final multi-party, multi-issue case.

Availability of instructor(s) for contact by students

Please contact Mr Hückel before or after one of his classes.
For queries please contact: mailto:frodl@wu-wien.ac.at

Day	Date	Time	Room
Monday	05/19/08	01:00 PM - 06:00 PM	H D204 (UZA 4)
Tuesday	05/20/08	09:00 AM - 02:00 PM	SR 2.17 (A)
Monday	06/02/08	01:00 PM - 06:00 PM	H D204 (UZA 4)
Tuesday	06/03/08	10:00 AM - 03:00 PM	SR B509 (Alexander/Mautner/Obenaus)

Negotiation strategies and techniques based on the Harvard Program on Negotiation.

Unit	Contents
1	Exercise in pairs and a two-party, single issue case: Perfect preparation and creating value, difference between Interests and Positions, BATNAS, using objective criteria, cross-cultural differences.
2	Multi-party, single-issue game (XY game), two-party, multi-issue case: Creating and claiming value, using the BATNA, ethics.
3	Two-party, multi-issue case, Milgram Experiment: Claiming value, psychological influence, how not to be manipulated.
4	Preparing for a job interview. Highly demanding multi-party, multi-issue case.

Fisher/Ury/Patton: Getting to Yes, Random House Business Books, 1999; Content relevant for class examination: Keine Angabe; Content relevant for degree examination: Keine Angabe; Recommendation: Unbedingt notwendige Studienliteratur für alle Studierenden

Bazerman/Neale:: Negotiating Rationally, Free Press, 1992; Content relevant for class examination: Keine Angabe; Content relevant for degree examination: Keine Angabe; Recommendation: Referenzliteratur

Cialdini: Influence. The Psychology of Persuasion., William Morrow, 1993; Content relevant for class examination: Keine Angabe; Content relevant for degree examination: Keine Angabe; Recommendation: Referenzliteratur