Syllabus
Registration via LPIS
Day | Date | Time | Room |
---|---|---|---|
Wednesday | 05/16/18 | 02:00 PM - 07:00 PM | D1.1.078 |
Wednesday | 05/23/18 | 02:00 PM - 07:00 PM | D2.0.326 |
Wednesday | 05/30/18 | 02:00 PM - 07:00 PM | TC.5.18 |
Wednesday | 06/06/18 | 02:30 PM - 07:00 PM | TC.4.28 |
Wednesday | 06/13/18 | 02:30 PM - 07:00 PM | D2.0.342 Teacher Training Raum |
Monday | 06/18/18 | 03:00 PM - 05:00 PM | TC.3.05 |
This 6-days class gives in-depth knowledge of negotiation management, it provides participants with basic knowledge on negotiations, gives theoretical background and offers the chance to apply this knowlegde immediately in various exercises. A very practical and hands-on approach is an essential characteristic of this lecture, students will be able to transfer their learnings immediately to recruitment settings, salary negotiations and similar situations.
Content:
- Definition and meaning of negotiations
- Process of negotiation
- Preparation of negotiation
- Negotiation strategies and tactics
- Harvard concept of negotiation
- Impact of culture on negotiation
In a today´s daily busines excellent negotiation skills are a core requirement in order to be successful. This makes it necessary to manage negotiations properly and to develop the skills required to participate effectively in a negotiation setting.
After the attendance of this class participants will
- be able to describe fundamental negotiation skills,
- compare different approaches to the resolution of disputes and
- develop effective negotiation strategies and tactics,
- learn about Harvard Concept for negotiation effectively
- deepen and improve knowledge of negotiating by focusing on exercises.
Class attendance is absolutely mandatory. In case of class/exam clashes students are allowed to miss up to 4 hours – for this absence a compensation paper has to be delivered. In case of sickness a doctor’s certificate is needed.
Course requirements and grading:
Written Exam (35% of grade)
Take home group work (preparation for a real case negotiation) and presentation during class (total: 55% of grade; split: presentation: 30%, paper 25%)
Contribution - general participation and regular attendance (10% of grade)
Additional bonus points for group assignments during class
Dr. Iris Kollinger: iris.kollinger@wu.ac.at; kollinger@lbcnet.at
For any organisational questions please contact Christina Plieschounig at coursesinenglish@wu.ac.at
Back