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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
MGMT435
Course type
BSc Course
Weekly Hours
4,0
ECTS
6.0
Term
FS 2023
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.

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 trade 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 (this can also be accomplished through a negotiation-focused interview).

Date Time
Tuesday, 10.01.2023 13:45 - 17:00
Tuesday, 10.01.2023 13:45 - 17:00
Tuesday, 10.01.2023 13:45 - 17:00
Tuesday, 10.01.2023 13:45 - 17:00
Tuesday, 10.01.2023 13:45 - 17:00
Tuesday, 10.01.2023 13:45 - 17:00
Tuesday, 10.01.2023 13:45 - 17:00
Tuesday, 10.01.2023 13:45 - 17:00
Tuesday, 10.01.2023 13:45 - 17:00
Tuesday, 10.01.2023 13:45 - 17:00
Tuesday, 10.01.2023 13:45 - 17:00
Tuesday, 17.01.2023 11:30 - 15:15
Tuesday, 17.01.2023 11:30 - 15:15
Tuesday, 17.01.2023 11:30 - 15:15
Tuesday, 17.01.2023 11:30 - 15:15
Tuesday, 17.01.2023 11:30 - 15:15
Tuesday, 17.01.2023 11:30 - 15:15
Tuesday, 17.01.2023 11:30 - 15:15
Tuesday, 17.01.2023 11:30 - 15:15
Tuesday, 17.01.2023 11:30 - 15:15
Tuesday, 17.01.2023 11:30 - 15:15
Tuesday, 24.01.2023 11:30 - 15:15
Tuesday, 24.01.2023 11:30 - 15:15
Tuesday, 24.01.2023 11:30 - 15:15
Tuesday, 24.01.2023 11:30 - 15:15
Tuesday, 24.01.2023 11:30 - 15:15
Tuesday, 24.01.2023 11:30 - 15:15
Tuesday, 24.01.2023 11:30 - 15:15
Tuesday, 24.01.2023 11:30 - 15:15
Tuesday, 24.01.2023 11:30 - 15:15
Tuesday, 24.01.2023 11:30 - 15:15
Tuesday, 31.01.2023 11:30 - 15:15
Tuesday, 31.01.2023 11:30 - 15:15
Tuesday, 31.01.2023 11:30 - 15:15
Tuesday, 31.01.2023 11:30 - 15:15
Tuesday, 31.01.2023 11:30 - 15:15
Tuesday, 31.01.2023 11:30 - 15:15
Tuesday, 31.01.2023 11:30 - 15:15
Tuesday, 31.01.2023 11:30 - 15:15
Tuesday, 31.01.2023 11:30 - 15:15
Tuesday, 31.01.2023 11:30 - 15:15
Tuesday, 07.02.2023 11:30 - 15:15
Tuesday, 07.02.2023 11:30 - 15:15
Tuesday, 07.02.2023 11:30 - 15:15
Tuesday, 07.02.2023 11:30 - 15:15
Tuesday, 07.02.2023 11:30 - 15:15
Tuesday, 07.02.2023 11:30 - 15:15
Tuesday, 07.02.2023 11:30 - 15:15
Tuesday, 07.02.2023 11:30 - 15:15
Tuesday, 07.02.2023 11:30 - 15:15
Tuesday, 07.02.2023 11:30 - 15:15
Tuesday, 14.02.2023 11:30 - 15:15
Tuesday, 14.02.2023 11:30 - 15:15
Tuesday, 14.02.2023 11:30 - 15:15
Tuesday, 14.02.2023 11:30 - 15:15
Tuesday, 14.02.2023 11:30 - 15:15
Tuesday, 14.02.2023 11:30 - 15:15
Tuesday, 14.02.2023 11:30 - 15:15
Tuesday, 14.02.2023 11:30 - 15:15
Tuesday, 14.02.2023 11:30 - 15:15
Tuesday, 14.02.2023 11:30 - 15:15
Tuesday, 14.02.2023 11:30 - 15:15
Tuesday, 14.03.2023 09:45 - 17:15
Tuesday, 14.03.2023 09:45 - 17:15
Tuesday, 14.03.2023 09:45 - 17:15
Tuesday, 14.03.2023 09:45 - 17:15
Tuesday, 14.03.2023 09:45 - 17:15
Tuesday, 14.03.2023 09:45 - 17:15
Tuesday, 14.03.2023 09:45 - 17:15
Tuesday, 14.03.2023 09:45 - 17:15
Tuesday, 14.03.2023 09:45 - 17:15
Tuesday, 14.03.2023 09:45 - 17:15
Wednesday, 05.04.2023 11:30 - 15:15
Wednesday, 05.04.2023 11:30 - 15:15
The learning method is largely experiential. The skills you develop will serve you in your professional life and beyond. Specific objectives are:
  • Acquire in-depth knowledge concerning the major theories and concepts needed for successful negotiations
  • Acquire and leverage the mindset and toolkit to negotiate effectively
  • Understand how to reach a deal even when differences remain
  • Become aware of (and avoid) tactical and psychological pitfalls
  • Gain confidence in navigating complex and stressful situations
  • Learn to deal with power imbalances and difficult personalities
  • Improve skills to read and influence others and to claim value
  • Develop critical thinking and problem-solving skills that lead to logical, but out-of-the-box, entrepreneurial thinking and through which the multiplicity of “best” questions, answers, and solutions is recognized
  • Practice teamwork and responsible leadership by (1) contributing own strengths; (2) making room for the strengths of colleagues; and (3) exercising listening, communication, and question formulation/answering skills to allow for more effective and efficient negotiation simulations.
Course pack including case studies.Further Literatur: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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