FTMBA 2020_I Negotiations
This course is relevant for students who want to get an in-depth understanding of and practical training with tools to negotiate effectively and reach specific goals particularly in situations of (potential) conflict.
Kurs ID
MBA MGMT643 SI, MBA MGMT643
Art des Kurses
FT MBA LV
Wochenstunden
2,0
Semester
HS 2019
Vortragssprache
Englisch
Vortragende/r
Prof. Dr. Lutz Kaufmann
Bitte beachten Sie, dass AustauschstudentInnen im BSc-Programm der WHU eine höhere Anzahl an Credits erwerben als hier aufgeführt. Für weitere Informationen wenden Sie sich bitte direkt an das [International Relations Office].
Kursinhalt
1. Negotiation setup – Stakeholders, interests, sequencing, etc.
2. Deal design – Value creation, trade, and contingent contracts
3. Negotiation tactics – Think, talk, and act at the negotiation table
Termine
| Date | Time |
|---|---|
| Tuesday, 03.12.2019 | 13:30 - 17:00 |
| Wednesday, 04.12.2019 | 09:00 - 17:00 |
| Tuesday, 10.12.2019 | 13:30 - 17:00 |
| Wednesday, 11.12.2019 | 09:00 - 17:00 |
| Tuesday, 17.12.2019 | 09:00 - 10:30 |
Lernerfolge
To get an in-depth understanding of and practical training with tools to negotiate effectively and reach specific goals particularly in situations of (potential) conflict.
Literatur
Course pack
Lernmethoden
Briefings, in-class exercises, role plays, assignments
Please note: For the purpose of role play assignment, assessment of role play participation, as well as in-class discussion, your role plays will be (audio or video) recorded. You will be asked to sign a letter of consent to allow the use and storage of such data for the purpose of teaching at WHU only.
Art der Prüfung
In-class exam 50%, Participation 25%, Observer assignment 25%
Voraussetzungen
The number of participants is limited to30 students.
Umfang
60