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
MGMT435
Course type
BSc Course
Weekly Hours
4,0
ECTS
6.0
Term
HS 2022
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.
Course content
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 opportunityto apply their negotiation skills to real-life contexts by investigating 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.
Class dates
Date | Time |
---|---|
Wednesday, 07.09.2022 | 11:30 - 15:15 |
Wednesday, 07.09.2022 | 11:30 - 15:15 |
Wednesday, 07.09.2022 | 11:30 - 15:15 |
Wednesday, 07.09.2022 | 11:30 - 15:15 |
Wednesday, 07.09.2022 | 11:30 - 15:15 |
Wednesday, 07.09.2022 | 11:30 - 15:15 |
Wednesday, 07.09.2022 | 11:30 - 15:15 |
Wednesday, 07.09.2022 | 11:30 - 15:15 |
Wednesday, 07.09.2022 | 11:30 - 15:15 |
Wednesday, 07.09.2022 | 11:30 - 15:15 |
Wednesday, 07.09.2022 | 11:30 - 15:15 |
Wednesday, 07.09.2022 | 11:30 - 15:15 |
Wednesday, 14.09.2022 | 11:30 - 15:15 |
Wednesday, 14.09.2022 | 11:30 - 15:15 |
Wednesday, 14.09.2022 | 11:30 - 15:15 |
Wednesday, 14.09.2022 | 11:30 - 15:15 |
Wednesday, 14.09.2022 | 11:30 - 15:15 |
Wednesday, 14.09.2022 | 11:30 - 15:15 |
Wednesday, 14.09.2022 | 11:30 - 15:15 |
Wednesday, 14.09.2022 | 11:30 - 15:15 |
Wednesday, 14.09.2022 | 11:30 - 15:15 |
Wednesday, 14.09.2022 | 11:30 - 15:15 |
Wednesday, 21.09.2022 | 11:30 - 15:15 |
Wednesday, 21.09.2022 | 11:30 - 15:15 |
Wednesday, 21.09.2022 | 11:30 - 15:15 |
Wednesday, 21.09.2022 | 11:30 - 15:15 |
Wednesday, 21.09.2022 | 11:30 - 15:15 |
Wednesday, 21.09.2022 | 11:30 - 15:15 |
Wednesday, 21.09.2022 | 11:30 - 15:15 |
Wednesday, 21.09.2022 | 11:30 - 15:15 |
Wednesday, 21.09.2022 | 11:30 - 15:15 |
Wednesday, 21.09.2022 | 11:30 - 15:15 |
Wednesday, 21.09.2022 | 11:30 - 15:15 |
Wednesday, 21.09.2022 | 11:30 - 15:15 |
Wednesday, 21.09.2022 | 11:30 - 15:15 |
Wednesday, 28.09.2022 | 11:30 - 15:15 |
Wednesday, 28.09.2022 | 11:30 - 15:15 |
Wednesday, 28.09.2022 | 11:30 - 15:15 |
Wednesday, 28.09.2022 | 11:30 - 15:15 |
Wednesday, 28.09.2022 | 11:30 - 15:15 |
Wednesday, 28.09.2022 | 11:30 - 15:15 |
Wednesday, 28.09.2022 | 11:30 - 15:15 |
Wednesday, 28.09.2022 | 11:30 - 15:15 |
Wednesday, 28.09.2022 | 11:30 - 15:15 |
Wednesday, 28.09.2022 | 11:30 - 15:15 |
Wednesday, 28.09.2022 | 11:30 - 15:15 |
Wednesday, 28.09.2022 | 11:30 - 15:15 |
Wednesday, 28.09.2022 | 11:30 - 15:15 |
Wednesday, 05.10.2022 | 15:30 - 18:45 |
Wednesday, 05.10.2022 | 15:30 - 18:45 |
Wednesday, 05.10.2022 | 15:30 - 18:45 |
Wednesday, 05.10.2022 | 15:30 - 18:45 |
Wednesday, 05.10.2022 | 15:30 - 18:45 |
Wednesday, 05.10.2022 | 15:30 - 18:45 |
Wednesday, 05.10.2022 | 15:30 - 18:45 |
Wednesday, 05.10.2022 | 15:30 - 18:45 |
Wednesday, 05.10.2022 | 15:30 - 18:45 |
Wednesday, 05.10.2022 | 15:30 - 18:45 |
Wednesday, 05.10.2022 | 15:30 - 18:45 |
Wednesday, 05.10.2022 | 15:30 - 18:45 |
Wednesday, 05.10.2022 | 15:30 - 18:45 |
Wednesday, 12.10.2022 | 11:30 - 15:15 |
Wednesday, 12.10.2022 | 11:30 - 15:15 |
Wednesday, 12.10.2022 | 11:30 - 15:15 |
Wednesday, 12.10.2022 | 11:30 - 15:15 |
Wednesday, 12.10.2022 | 11:30 - 15:15 |
Wednesday, 12.10.2022 | 11:30 - 15:15 |
Wednesday, 12.10.2022 | 11:30 - 15:15 |
Wednesday, 12.10.2022 | 11:30 - 15:15 |
Wednesday, 12.10.2022 | 11:30 - 15:15 |
Wednesday, 12.10.2022 | 11:30 - 15:15 |
Wednesday, 12.10.2022 | 11:30 - 15:15 |
Wednesday, 12.10.2022 | 11:30 - 15:15 |
Wednesday, 12.10.2022 | 11:30 - 15:15 |
Wednesday, 16.11.2022 | 09:45 - 17:15 |
Wednesday, 16.11.2022 | 09:45 - 17:15 |
Wednesday, 16.11.2022 | 09:45 - 17:15 |
Wednesday, 16.11.2022 | 09:45 - 17:15 |
Wednesday, 16.11.2022 | 09:45 - 17:15 |
Wednesday, 16.11.2022 | 09:45 - 17:15 |
Wednesday, 16.11.2022 | 09:45 - 17:15 |
Wednesday, 16.11.2022 | 09:45 - 17:15 |
Wednesday, 16.11.2022 | 09:45 - 17:15 |
Wednesday, 16.11.2022 | 09:45 - 17:15 |
Wednesday, 16.11.2022 | 09:45 - 17:15 |
Wednesday, 16.11.2022 | 09:45 - 17:15 |
Friday, 09.12.2022 | 15:30 - 18:45 |
Friday, 09.12.2022 | 15:30 - 18:45 |
Learning outcomes
- Behavioral decision theory
- Power-dependence theory
- Resource-dependence theory
- Coalition building theory
- Rational expectation
- Information asymmetry
- Risk aversion
- Principal-agent theory
Literature
Course pack including case studies. Secondary literature: announced in the course pack
Learningmethods
The course combines lecture parts/briefings,in-class exercises, role plays, assignments, student projects, and case studies.
Exam
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.
Your role plays will be (audio or video) recorded. You will be asked to sign a letter of consent.
Requirements
The number of participants is limited to 24 students.
Total workload
180