Syllabus

Title
4747 Negotiation Management
Instructors
Dr. Iris Kollinger
Contact details
Type
PI
Weekly hours
2
Language of instruction
Englisch
Registration
01/23/18 to 02/11/18
Registration via LPIS
Notes to the course
Dates
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
Contents

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
Learning outcomes

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.
Attendance requirements

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.

Teaching/learning method(s)
lectures, case studies, discussions, presentations; interactive class based on theoretical insights
Assessment

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

 

 

 

Prerequisites for participation and waiting lists
Only for ZAS Incomings -> Exchange students nominated and sent by one of WU´s partner universities.
Readings
1 Author: Fisher, Roger; Ury, William; Patton, Bruce
Title: Getting to Yes: Negotiating Agreement without givingin

Publisher: Random House Business Books
Edition: 3rd edition
Year: 2012
Content relevant for class examination: Yes
Content relevant for diploma examination: No
Recommendation: Essential reading for all students
Type: Book
2 Author: Lewicki, Roy J. [Eds.]
Title:

Negotiation:readings, exercises, and cases


Publisher: Irwin McGraw-Hill
Edition: 4th edition
Remarks: Section 1-4, p. 1-140; 3rd edition available at university
Year: 2003
Content relevant for class examination: No
Content relevant for diploma examination: No
Recommendation: Reference literature
Type: Book
3 Author: Gesteland, Richard
Title: Cross-cultural business behavior: marketing,negotiating, sourcing and managing

Publisher: Copenhagen Business School Press
Edition: 3rd edition
Remarks: Part One, p. 15-110
Year: 2002
Content relevant for class examination: No
Content relevant for diploma examination: No
Recommendation: Reference literature
Availability of lecturer(s)

Dr. Iris Kollinger: iris.kollinger@wu.ac.at; kollinger@lbcnet.at

 

For any organisational questions please contact Christina Plieschounig at coursesinenglish@wu.ac.at

 

Other

Incoming exchange students receive 4 ECTS-credits for this course.

 

 

Last edited: 2018-05-08



Back