In the practical part, students apply the theoretical knowledge acquired. The case-study based simulations are held one-on-one. All negotiations are recorded (by the students themselves this semester) and will receive - and be asked to give - in-depth feedback.
Syllabus
Title
5296 Advanced Course in Foreign Language Business Communication: Negotiating
Instructors
ao.Univ.Prof. Dr. Alexander Beer
Type
PI
Weekly hours
2
Language of instruction
Englisch
Registration
02/25/20 to 04/14/20
Registration via LPIS
Registration via LPIS
Notes to the course
This class is only offered in summer semesters.
Subject(s) Master Programs
Dates
| Day | Date | Time | Room |
|---|---|---|---|
| Friday | 04/24/20 | 08:30 AM - 01:00 PM | D2.0.374 |
| Friday | 05/08/20 | 08:30 AM - 01:00 PM | Online-Einheit |
| Friday | 05/15/20 | 08:30 AM - 01:00 PM | Online-Einheit |
| Friday | 05/29/20 | 08:30 AM - 01:00 PM | Online-Einheit |
| Friday | 06/05/20 | 08:30 AM - 01:00 PM | Online-Einheit |
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.
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 .
Theoretical part to be delivered in Powerpoint slides with audio commentary for download
Handouts will be made available as Word files and include terminology and an array of exercises
Practical skills part: case-studies based role-plays and simulations (to be recorded by themselves); written in-detail feedback provided by lecturer to each group
Attendance of all sessions is required (formal records of attendance will be kept).
- written assessment/evaluation of another group's presentation (20%)
- overall performance in various roleplays throughout the course (80%)
Positive completion of “Introduction to Management”
Mandatory attendance - special rules for this semester's online edition
- There will be at least two "live" meetings (on Microsoft Teams) that will be held within the timeframe of the originally scheduled sessions & will be announced in good time. Attendance at those meetings is obligatory, especially so in the initial session, and can only be excused for important reasons - see below.
According to the examination regulations of the WU, important reasons are those which are outside the disposition of the student (illness, accident, death of a close relative). Professional obligations are not considered as an important reason within the meaning of the examination regulations, because they are in the disposition of the students.
Institute for English Business Communication
by e-mail:
Alexander Beer
Last edited: 2020-04-06
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