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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).
Course code
Course type
BSc Course
Weekly Hours
FS 2021
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.

This course is critical for students who want to get an in-depth understanding of and practical training with tools to negotiate effectively.

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.

Date Time
Wednesday, 13.01.2021 11:30 - 15:15
Wednesday, 20.01.2021 11:30 - 15:15
Wednesday, 27.01.2021 11:30 - 15:15
Tuesday, 02.02.2021 11:30 - 15:15
Thursday, 11.02.2021 11:30 - 15:15
Wednesday, 17.02.2021 11:30 - 15:15
Thursday, 25.03.2021 09:45 - 15:15
Wednesday, 14.04.2021 11:30 - 15:15
Wednesday, 21.04.2021 09:00 - 10:30
  • Behavioral decision theory
  • Power-dependence theory
  • Resource-dependence theory
  • Coalition building theory
  • Rational expectation
  • Information asymmetry
  • Risk aversion
  • Principal-agent theory
Course pack including case studies. Secondary literature: announced in the course pack
The course combines lecture parts/briefings,in-class exercises, role plays, assignments, student projects, and case studies.
Exam, participation, simulation/role play performance, student projects, case studies.
Your role plays will be (audio or video) recorded. You will be asked to sign a letter of consent.
The number of participants is limited to 24 students.
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