0993 Negotiating in English
Mag. Barbara Filzmoser
  • LV-Typ
  • Semesterstunden
  • Unterrichtssprache
23.09.2020 bis 04.10.2020
Anmeldung über LPIS
Hinweise zur LV
Planpunkt(e) Master
Wochentag Datum Uhrzeit Raum
Freitag 16.10.2020 08:30 - 13:00 D2.0.392
Freitag 06.11.2020 08:30 - 13:00 D2.0.392
Freitag 13.11.2020 08:30 - 13:00 D2.0.392
Freitag 27.11.2020 08:30 - 13:00 D2.0.392
Freitag 18.12.2020 08:30 - 13:00 D2.0.392

Ablauf der LV bei eingeschränktem Campusbetrieb

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. 

Inhalte der LV

Each session of the course is divided into

A. a theoretical part and

B. a practical skills part

Lernergebnisse (Learning Outcomes)

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 .

Regelung zur Anwesenheit

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

Leistung(en) für eine Beurteilung

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)


Titel: Material will be distributed during classes

Prüfungsstoff: Ja
Empfehlung: Unbedingt notwendige Studienliteratur für alle Studierenden
Art: Skriptum

Erreichbarkeit des/der Vortragenden


Please refer to the homepage of the Institute for English Business Communication:


Detailinformationen zu einzelnen Lehrveranstaltungseinheiten

Einheit Datum Inhalte

The Basics

General genre profile

Preparing to negotiate

Relationship building

Establishing a procedure



Different sources of power

Impact of power on language use

Intercultural issues

The impact of culture on negotiation styles

Addressing potential sources of intercultural conflict

The proposal stage

Questioning techniques



Linguistic techniques for increasing rhetorical impact and persuasive forces

Powers of persuasion

Exploring interests

The bargaining zone


Disagreement and conflict

The role of language in escalating and de-escalating disagreement/conflict

Words with negative vs positive semantic load, politeness strategies

Handling breakdowns

Closing the deal



Final negotiations

Zuletzt bearbeitet: 15.09.2020