Online Course Guide of WHU –
Find all modules and courses of our degree programs.
Please use the filters below to select the term (spring or fall) as well as the respective program (BSc, MSc, MBA, Exchange, Doctoral) of your choice for an overview of all modules offered at WHU. The courses are listed under the modules. Please click on a module to see which courses are part of it. If you would like to find out more about a certain course, click on the name of the course to see detail information. The location of the lecture will be revealed after your course registration on myWHUstudies.
Spring term counts from January - August, fall term counts from September - December.
Important for Exchange Students: As the Full-Time and Part-Time MBA Programs utilize a modular course structure, the dates on which students begin and end the exchange are flexible. Please find here a chronological overview of the preliminary course offering for Fall and Spring.
Negotiations for Managers and Entrepreneurs
This course is relevant for students who want to get familiar with tools to negotiate effectively and reach specific goals particularly in situations of (potential) conflict. It should provide them with in-depth knowledge on negotiation essentials and different aspects of this field, e.g. communication in negotiations or dispute resolution. The course uses the newer Harvard concept of 3D-Negotiations (beyond the traditional "Getting to Yes" concept).
(Please note that exchange students obtain a higher number of credits in the BSc-program at WHU than listed here. For further information please contact directly the International Relations Office.)
To achieve that, the first half of this concentration module follows the framework below:
1. Negotiation setup - Stakeholders, interests, sequencing, etc.
2. Deal design - Effective trande and contingent contracts
3. Negotiation tactics - Think, talk, and act at the negotiation table
In the second half, participants are offered the opportunity to apply their negotiation skills to real-life contexts: they can choose to a) help a company tackle a negotiation challenge, b) develop a negotiation simulation rooted in a real-life problem, or c) investigate a specific negotiation or negotiation setting of their choice (this can also be accomplished through a negotiation-focused interview).
The number of participants is limited to 24 students.
- Behavioral decision theory
- Power-dependence theory
- Resource-dependence theory
- Coalition building theory
- Rational expectation
- Information asymmetry
- Risk aversion
- Principal-agent theory
announced in the course pack
Form of examination
Your role plays will be (audio or video) recorded. You will be asked to sign a letter of consent.