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International Business Negotiations - B

Course code
MGMT510
Course type
MSc Course
Weekly Hours
2,5
ECTS
5,0
Term
FS 2024
Language
Englisch
Lecturers
Prof. Dr. Ayse Karaevli Yurtoglu
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.

International Business Negotiations focuses mainly on deal-making in international contexts. Students will explore core negotiation concepts and are provided with bargaining tools, analytical capabilities, and practical skills to achieve greater deal-making effectiveness.

The class is predominantly experiential, providing students with an opportunity to develop their skills by participating in negotiation role-plays and integrating their experiences with the principles presented in the assigned readings and module discussions. The course is for all students who aim to pursue management or entrepreneurial careers in a global context.

The module has five major parts, adding more complexity as we proceed in the module:

1) Single-Issue, Two-Party Negotiations

2) Multiple Issues, Two-Party Negotiations

3) Multi-Party Negotiations

4) Conflict Resolution

5) Cross-Cultural Negotiations

The negotiation role-plays will treat a variety of situations(e.g., company acquisitions, employment and salary, multi-stakeholder business development and resolving conflicts between business partners/managers)and will provide students with an opportunity to attempt strategies and tactics in a low-risk environment and learn about themselves and build their confidence.

Date Time
Friday, 19.01.2024 13:45 - 19:00
Friday, 19.01.2024 13:45 - 19:00
Friday, 19.01.2024 13:45 - 19:00
Friday, 19.01.2024 13:45 - 19:00
Friday, 19.01.2024 13:45 - 19:00
Friday, 19.01.2024 13:45 - 19:00
Friday, 19.01.2024 13:45 - 19:00
Friday, 19.01.2024 13:45 - 19:00
Friday, 19.01.2024 13:45 - 19:00
Friday, 19.01.2024 13:45 - 19:00
Friday, 19.01.2024 13:45 - 19:00
Friday, 19.01.2024 13:45 - 19:00
Friday, 19.01.2024 13:45 - 19:00
Friday, 19.01.2024 13:45 - 19:00
Friday, 19.01.2024 13:45 - 19:00
Friday, 19.01.2024 13:45 - 19:00
Friday, 19.01.2024 13:45 - 19:00
Friday, 19.01.2024 13:45 - 19:00
Friday, 02.02.2024 13:45 - 19:00
Friday, 02.02.2024 13:45 - 19:00
Friday, 02.02.2024 13:45 - 19:00
Friday, 02.02.2024 13:45 - 19:00
Friday, 02.02.2024 13:45 - 19:00
Friday, 02.02.2024 13:45 - 19:00
Friday, 02.02.2024 13:45 - 19:00
Friday, 02.02.2024 13:45 - 19:00
Friday, 02.02.2024 13:45 - 19:00
Friday, 02.02.2024 13:45 - 19:00
Friday, 02.02.2024 13:45 - 19:00
Friday, 02.02.2024 13:45 - 19:00
Friday, 02.02.2024 13:45 - 19:00
Friday, 02.02.2024 13:45 - 19:00
Friday, 02.02.2024 13:45 - 19:00
Friday, 02.02.2024 13:45 - 19:00
Friday, 02.02.2024 13:45 - 19:00
Friday, 02.02.2024 13:45 - 19:00
Friday, 09.02.2024 13:45 - 19:00
Friday, 09.02.2024 13:45 - 19:00
Friday, 09.02.2024 13:45 - 19:00
Friday, 09.02.2024 13:45 - 19:00
Friday, 09.02.2024 13:45 - 19:00
Friday, 09.02.2024 13:45 - 19:00
Friday, 09.02.2024 13:45 - 19:00
Friday, 09.02.2024 13:45 - 19:00
Friday, 16.02.2024 13:45 - 19:00
Friday, 16.02.2024 13:45 - 19:00
Friday, 16.02.2024 13:45 - 19:00
Friday, 16.02.2024 13:45 - 19:00
Friday, 16.02.2024 13:45 - 19:00
Friday, 16.02.2024 13:45 - 19:00
Friday, 16.02.2024 13:45 - 19:00
Friday, 16.02.2024 13:45 - 19:00
Friday, 16.02.2024 13:45 - 19:00
Friday, 16.02.2024 13:45 - 19:00
Monday, 19.02.2024 13:45 - 19:00
Concrete Learning Objectives:
  • Have a broad intellectual understanding of central concepts in negotiations to systematically evaluate negotiation process and outcomes in international contexts
  • Develop strategic plans for negotiating in a variety of international contexts
  • Craft deals that create and claim maximum value for a long-term, sustainable basis
  • Handle complexities, such as dealing with cultural differences, conflict, multiple issues and parties in international negotiations
  • Build confidence in negotiation skills by understanding one’s own and the other parties’ strengths and weaknesses in negotiating across cultural boundaries
Required Readings: Since class time is limited and we will predominantly focus on your experiences and core issues, readings will be used to prepare students for the negotiation role-plays, substantiate their intellectual learning of negotiation concepts, and provide them with variety of examples from international contexts. J. Brett. Negotiating Globally: How to Negotiate Deals, Resolve Disputes, and Make Decisions Across Cultural Boundaries (3rd Edition)R. Fisher & W. Ury (and B. Patton as Editor of the Revised Edition) (4th Edition), Getting to Yes: Negotiating Agreement Without Giving In, New York, NY: Penguin BooksJ.K. Sebenius. “The Hidden Challenge of Cross-Border Negotiations”, Harvard Business Review, March 2002.
The best way to learn negotiation skills is to negotiate in a safe environment that provides insight, feedback, opportunity for reflection and risk taking, and where careful analysis is required. Therefore, this module has been designed to foster learning principally by concrete experiences - by doing, trying things during negotiation simulations while thinking about the concepts we will read about and discuss in lectures.

We will combine negotiation role-plays with readings and interactive lectures where we will debrief students’ experiences in each negotiation role-play to extract broader principles about effective deal-making in different international contexts. The course is sequenced in a way that cumulative knowledge can be applied and practiced.

Oral Participation (%15)

Presentation (%40)

Written Paper (%45)

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