Each session of the course includes a theoretical and a practical skills part

In an interactive approach, the theoretical part focuses on the structure of a negotiation, the language devices that can be used to direct a negotiation in the desired direction (questioning techniques, persuading, handling break-downs etc.) as well as on strategies which are commonly employed in negotiations e.g. good cop-bad cop, slice the salami.

In the practical part, students apply the theoretical knowledge acquired. The case-study based simulations are partly held one-on-one or in teams. All negotiations are recorded and discussed. As follow-up assignment students are asked to watch the recordings on learn@wu and analyse their performance so that they can contribute actively in class.

After completing this course, students will have increased their awareness of the key strategic role that language and communication play in business negotiations and better understand the mechanisms underlying the linguistic techniques employed in negotiations.

On the basis of study-related simulations students learn to apply strategic language (phrases and terminology) effectively by progressing from handling negotiations focusing on one issue only to complex ones.

Students will have improved their negotiation skills after analysis of video recordings made throughout the course.

By evaluating one of their fellow students' negotiations they are provided with the opportunity to reflect on the various aspects playing an important role and discussing those in class.

Students will have reached the level C1 according to the Common European Framework .

In general, students are required to attend all classes; one absence will be tolerated, but the instructor should ideally be informed in advance to make any necessary arrangements.

Theoretical part: interactive approach

Practical skills part: case-studies based role-plays and simulations; video analysis of model negotiations and students´ own performance, with discussion

Attendance of all sessions is required (formal records of attendance will be kept).

• active and continuous classroom participation (20%)
• written assessment/evaluation of another group's presentation (20%)
• overall performance in role plays throughout the course (60%)

E-Mail: barbara.filzmoser@wu.ac.at

E-Mail: axel.beer@wu.ac.at