Negotiations for Managers and Entrepreneurs
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
Your role plays will be (audio or video) recorded. You will be asked to sign a letter of consent.