The course "Negotiation and Conflict Management" pursues three overarching goals. Specifically, the course ... 

1. provides a conceptual framework that helps students to build knowledge in negotiation theory, develop negotiation strategies, and learn practical negotiation techniques.
2. enables students to apply theoretical knowledge in case studies to develop effective overall negotiating strategies in difficult and complex real-world situations.
3. allows students to practice negotiating with role-play simulations that cover different negotiation situations in order to improve personal negotiation and conflict management skills.

The course extends the spectrum of related courses by focusing on more complex topics in negotiation management such as:

• Negotiation in difficult situations (e.g., negotiating from a position of weakness, negotiating with difficult people)
• Multiparty negotiations
• Mediation and conflict management

The course is informative and open for all students who are not yet familiar with the topic of negotiation management as well as students who have acquired first experience with communication and negotiation techniques (e.g., through participation inrelated courses such as “English Business Negotiations” or “Communication and Personal Skills”).

After completing this course, …

• Students will have advanced their negotiation skills and techniques
• Students will be able to develop strategies to successfully negotiate in difficult situations
• Students will understand the complexities of satisfying interests in multiparty negotiations and learn approaches that help attaining agreement in these situations
• Students will learn approaches for managing conflicts as a first- and as a third party (mediator)

The course follows an interactive approach to teaching, including:

• Theory input by the lecturer
• Student participation in role-play simulations
• Case studies
• Open class discussions
• Constructive Feedback on your negotiation performance

Relevant criteria for performance evaluation are:

• 20%: Active participation in class and case study discussions
  
• 20%: Performance in role-play simulations
  
• 20%: Written analysis of a negotiation situation and strategy development
  
• 40%: Final Exam
  

Attendance in class is required (formal records of attendance will be kept).