This course will be held in rotation mode. The first, informational session might be either held online or in rotation mode (details will be emailed closer to that date). The other sessions will be held on campus, but in a rotation system. This means that the attendance time of the course will be divided between student groups so that the lecturer holds all units, but changing student groups are present in the classroom.
Should the situation warrant further contact restrictions, this will be communicated in a timely manner, as will any resulting changes to the syllabi, grading criteria, or negotiation modi.
Each session of the course is divided into
A. a theoretical part and
B. a practical skills part
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 taking minutes 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 .
Full attendance is obviously recommended, but participants can miss a maximum of one session if absolutely necessary.
Part A (theoretical part): interactive approach
Part B (practical skills part): case-studies based role-plays and simulations; video analysis of model negotiations and students´ own performance, with discussion
Attendance throughout Parts A and B is required (formal records of attendance will be kept).
Part A (theoretical part): written minutes of a negotiation (20 points)
Part B (practical skills part): active class participation (40 points) and final negotiation in which all acquired skills throughout the course have to be applied (40 points)
Please refer to the homepage of the Institute for English Business Communication: https://www.wu.ac.at/en/ebc/contact/