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PTMBA 2020 Negotiations (Kaufmann)

This course is relevant for students who want to get an in-depth understanding of and practical training with tools to negotiate effectively and reach specific goals particularly in situations of (potential) conflict.
Course code
MBA MGMT643 SI, MBA MGMT643
Course type
PT MBA Lecture
Weekly Hours
2,0
ECTS
2,0
Term
FS 2020
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.

1. Negotiation setup – Stakeholders, interests, sequencing, etc.

2. Deal design – Value creation, trade, and contingent contracts

3. Negotiation tactics – Think, talk, and act at the negotiation table

Date Time
Saturday, 18.01.2020 09:15 - 16:45
Saturday, 01.02.2020 09:15 - 16:45
Sunday, 02.02.2020 09:15 - 16:45
Sunday, 16.02.2020 23:50 - 23:55
To get an in-depth understanding of and practical training with tools to negotiate effectively and reach specific goals particularly in situations of (potential) conflict.
Course pack
Exam, participation, simulation/role play performance, case studies.
The number of participants is limited to 24 students.
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