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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.
Course code
MBA MGMT643
Course type
FT MBA Course
Weekly Hours
2,0
ECTS
2.0
Term
FS 2021
Language
Englisch
Lecturers
Prof. Dr. Lutz Kaufmann
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.

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-classexam 50%, Participation 25%, Observerassignment 25%
The number of participants is limited to 24 students.
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