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FTMBA 2021_II 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
Art des Kurses
FT MBA LV
Wochenstunden
2,0
Semester
FS 2021
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].
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

Date Time
Monday, 19.04.2021 13:45 - 17:00
Tuesday, 20.04.2021 09:45 - 17:00
Thursday, 29.04.2021 13:45 - 17:00
Friday, 30.04.2021 09:45 - 17:00
Friday, 07.05.2021 09:00 - 10:30
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.
Course pack
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.

In-class exam 50%, Participation 25%, Observer assignment 25%
The number of participants is limited to 24 students.
60
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