Syllabus

Title
0085 Negotiation Strategies and Techniques. A Case Study Approach Based on the Harvard Program on Negotiation
Instructors
Mag.Dr. Manfred Hückel
Contact details
barbara.frodl@wu.ac.at
Type
PI
Weekly hours
2
Language of instruction
Englisch
Registration
09/24/18 to 12/09/18
Registration via LPIS
Notes to the course
Dates
Day Date Time Room
Tuesday 01/08/19 12:00 PM - 05:30 PM EA.5.030
Wednesday 01/09/19 09:00 AM - 02:30 PM D2.0.374
Tuesday 01/15/19 12:00 PM - 05:30 PM D2.0.382
Wednesday 01/16/19 10:00 AM - 04:00 PM D2.0.382

On this page:

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Contents
Negotiation strategies and techniques based on the Harvard Program on Negotiation.
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Learning outcomes

After attending this course, students will be able to

  • prepare themselves efficiently for and deal with business negotiations, based on the principles of the 'Harvard Program on Negotiation'
  • perform better in negotiations and long-lasting business relationships
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Attendance requirements

100 % attendance of all sessions of the seminar

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Teaching/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.
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Assessment
  • 100 % attendance of all sessions of the seminar.
  • Active participation throughout the whole seminar.
  • Written preparation of the final multi-party, multi-issue case.
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Prerequisites for participation and waiting lists

1. ZAS INCOMING STUDENTS

ZAS incoming students can register via the WWW on a preferential basis for places specifically marked for them during the ZAS period of registration.

2. WU STUDENTS ('freies Wahlfach')

Registration required via the WWW during the period of registration.

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Readings
1 Author: Fisher/Ury/Patton
Title: Getting to Yes

Publisher: Random House Business Books
Year: 1999
Recommendation: Essential reading for all students
Type: Book
2 Author: Bazerman/Neale:
Title: Negotiating Rationally

Publisher: Free Press
Year: 1992
Recommendation: Reference literature
Type: Book
3 Author: Cialdini
Title: Influence. The Psychology of Persuasion.

Publisher: William Morrow
Year: 1993
Recommendation: Reference literature
Type: Book
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Availability of lecturer(s)

Please contact Mr Hückel before or after one of his classes.

For administrative queries please contact: barbara.frodl@wu.ac.at

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Unit details
Unit Date 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.
Last edited: 2018-04-26



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