Syllabus
Registration via LPIS
Each and every session will begin on Monday to Friday at 14:00. Students are expected to arrive punctually so as to ensure the various content issues of the course as well as its exercises can be covered to a satisfactory extent.
Every effort will be made to ensure that all five sessions are held in person. In line with WU policy, attendance is subject to the 3-G-Regel.
Each session of the course is divided into two main sections:
A. The theoretical part
B. The practical skills part
This course will give students the opportunity to learn about and participate in business negotiations in a Legal and Business English context. Course participants will be able to build on their knowledge of contract law terminology and – just as crucially – the various expressions that can be employed when seeking to convince opposite parties to accommodate their arguments.
Course participants will also explore and discuss various cultural differences when it comes to negotiations, with a particular emphasis being placed on the subtleties as well as some of the perceived dos and don'ts of negotiations in the English-speaking world.
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’, and so on.
In the practical part, students apply the theoretical knowledge acquired. The simulations for each case study are held one-on-one or in larger teams. All five case studies are loosely based on real business and/or historical events, with their background being revealed at the end of each individual session. All negotiations are video-recorded and then discussed in the following session, with critical feedback being given. Active contributions in class (all opinions welcome) are greatly encouraged.
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. Moreover, course participants will have had impressed upon them the importance of employing measured and convincing arguments according to the specific context of each negotiation scenario acted out; these exercises will not essentially be a competition to see who can be the most forceful and/or say the most.
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, students 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.
This intensive course is designed in such a way that all five classes should be attended. Participants can miss a maximum of one session in exceptional circumstances and subject to prior consultation with the course leader.
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)
Registration is required during the period of registration. Slots will be filled in accordance with study progress and in cooperation with the Vizerektorat für Lehre und Studierende.
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