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Seminar: Strategic Negotiations

Course code
EAI448
Course type
BSc Course
Weekly Hours
2,0
ECTS
6,0
Term
FS 2020
Language
Englisch
Lecturers
Prof. Dr. Ayse Karaevli Yurtoglu
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.

Strategic Negotiations focuses on deal-making/ special issues in strategic and competitive contexts. Students will explore core negotiation concepts and are provided with bargaining tools, analytical capabilities, and practical skills to achieve greater deal-making effectiveness. The class is predominantly experiential. We will have complex role-plays involving a variety of negotiation contexts such company acquisitions and takeovers, contingency contracts and agency issues, and conflict resolution between business partners.

The Seminar is for all students who aim to pursue general management and entrepreneurial careers, particularly for those who consider pursuing careers in strategy & business development, investment banking, and private equity.

Date Time
Tuesday, 28.01.2020 15:30 - 19:00
Tuesday, 28.01.2020 15:30 - 19:00
Tuesday, 28.01.2020 15:30 - 19:00
Tuesday, 28.01.2020 15:30 - 19:00
Tuesday, 28.01.2020 15:30 - 19:00
Tuesday, 28.01.2020 15:30 - 19:00
Tuesday, 28.01.2020 15:30 - 19:00
Tuesday, 28.01.2020 15:30 - 19:00
Tuesday, 28.01.2020 15:30 - 19:00
Tuesday, 28.01.2020 15:30 - 19:00
Tuesday, 28.01.2020 15:30 - 19:00
Tuesday, 28.01.2020 15:30 - 19:00
Friday, 07.02.2020 15:30 - 19:00
Friday, 07.02.2020 15:30 - 19:00
Friday, 07.02.2020 15:30 - 19:00
Friday, 07.02.2020 15:30 - 19:00
Friday, 07.02.2020 15:30 - 19:00
Friday, 07.02.2020 15:30 - 19:00
Friday, 07.02.2020 15:30 - 19:00
Friday, 07.02.2020 15:30 - 19:00
Friday, 07.02.2020 15:30 - 19:00
Friday, 07.02.2020 15:30 - 19:00
Friday, 07.02.2020 15:30 - 19:00
Friday, 07.02.2020 15:30 - 19:00
Wednesday, 12.02.2020 13:45 - 19:00
Wednesday, 12.02.2020 13:45 - 19:00
Wednesday, 12.02.2020 13:45 - 19:00
Wednesday, 12.02.2020 13:45 - 19:00
Wednesday, 12.02.2020 13:45 - 19:00
Wednesday, 12.02.2020 13:45 - 19:00
Wednesday, 12.02.2020 13:45 - 19:00
Wednesday, 12.02.2020 13:45 - 19:00
Wednesday, 12.02.2020 13:45 - 19:00
Wednesday, 12.02.2020 13:45 - 19:00
Wednesday, 12.02.2020 13:45 - 19:00
Wednesday, 12.02.2020 13:45 - 19:00
Thursday, 20.02.2020 13:45 - 19:00
Thursday, 20.02.2020 13:45 - 19:00
Thursday, 20.02.2020 13:45 - 19:00
Thursday, 20.02.2020 13:45 - 19:00
Thursday, 20.02.2020 13:45 - 19:00
Thursday, 20.02.2020 13:45 - 19:00
Thursday, 20.02.2020 13:45 - 19:00
Thursday, 20.02.2020 13:45 - 19:00
Thursday, 20.02.2020 13:45 - 19:00
Thursday, 20.02.2020 13:45 - 19:00
Thursday, 20.02.2020 13:45 - 19:00
Thursday, 20.02.2020 13:45 - 19:00
The learning objectives focus on improving the knowledge and abilities to:

(1) Have a broad intellectual understanding of central concepts in negotiations to systematically evaluate negotiation process and outcomes in strategic contexts

(2) Develop strategic plans for negotiating in a variety of strategic contexts

(3) Craft deals that create and claim maximum value for a long-term, sustainable basis

(4) Handle complexities, such as dealing with multiple issues, parties, changing environments, and ethical dilemmas in negotiations

(5) Create value out of conflicts

(6) Build confidence in negotiation skills by understanding one’s own and the other parties’ strengths and weaknesses in negotiating

Since class time is limited and we will predominantly focus on your experiences and core issues, readings will be used to prepare you for the negotiation role-plays, substantiate your intellectual learning of negotiation concepts, and provide you with variety of examples. Each week’s readings will be uploaded at Moodle after each class,since dealing with concepts earlier in negotiation role-plays will enrich your understanding of the readings. Furthermore, negotiation role-plays which will require advance preparation will be handed out as a hard copy in the previous session of the class in which they will be conducted.
The best way to learn negotiation skills and internalize them is to negotiate in a safe environment that provides insight, feedback, opportunity for reflection and risk taking, and where careful analysis is required. Therefore, the Seminar is predominantly experiential. We will combine negotiation role-plays with readings and interactive lectures where we will debrief students’ experiences in each negotiation role-play to extract broader principles about effective deal-making in different strategic contexts. The Seminar is sequenced in a way that cumulative knowledge can be applied and practiced.

Thegrades in this Seminar will be based on two components:

(1) Class Contribution (%20)

(2) Written Paper on Real-Life Negotiation Analysis (%80)

Because of the experiential nature of the course, it is impossible to make up any missed classes. Any participant’s absence also complicates the organization of the class exercises and adversely affects his/her classmates’ learning. Therefore, the attendance is mandatory for all sessions of this course. Students with conflicting schedules will not be allowed to register for this class.

For the specifics of the attandence policies as well as the specifics of all grading components, please read the syllabus very carefully (attached PDF file)

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