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Strategic Negotiations

Course code
MGMT610
Course type
MSc Course
Weekly Hours
2,5
ECTS
Term
FS 2019
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 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, joint ventures, principal-agent issues, and conflict resolution between business partners.

The course 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
Friday, 25.01.2019 13:45 - 18:45
Friday, 25.01.2019 13:45 - 18:45
Friday, 25.01.2019 13:45 - 18:45
Friday, 25.01.2019 13:45 - 18:45
Friday, 25.01.2019 13:45 - 18:45
Friday, 25.01.2019 13:45 - 18:45
Friday, 25.01.2019 13:45 - 18:45
Friday, 25.01.2019 13:45 - 18:45
Friday, 25.01.2019 13:45 - 18:45
Friday, 25.01.2019 13:45 - 18:45
Friday, 25.01.2019 13:45 - 18:45
Friday, 25.01.2019 13:45 - 18:45
Friday, 25.01.2019 13:45 - 18:45
Friday, 25.01.2019 13:45 - 18:45
Friday, 25.01.2019 13:45 - 18:45
Friday, 25.01.2019 13:45 - 18:45
Friday, 25.01.2019 13:45 - 18:45
Friday, 25.01.2019 13:45 - 18:45
Friday, 01.02.2019 13:45 - 18:45
Friday, 01.02.2019 13:45 - 18:45
Friday, 01.02.2019 13:45 - 18:45
Friday, 01.02.2019 13:45 - 18:45
Friday, 01.02.2019 13:45 - 18:45
Friday, 01.02.2019 13:45 - 18:45
Friday, 01.02.2019 13:45 - 18:45
Friday, 01.02.2019 13:45 - 18:45
Friday, 01.02.2019 13:45 - 18:45
Friday, 01.02.2019 13:45 - 18:45
Friday, 01.02.2019 13:45 - 18:45
Friday, 01.02.2019 13:45 - 18:45
Friday, 01.02.2019 13:45 - 18:45
Friday, 01.02.2019 13:45 - 18:45
Friday, 01.02.2019 13:45 - 18:45
Friday, 01.02.2019 13:45 - 18:45
Friday, 01.02.2019 13:45 - 18:45
Friday, 01.02.2019 13:45 - 18:45
Friday, 08.02.2019 13:45 - 18:45
Friday, 08.02.2019 13:45 - 18:45
Friday, 08.02.2019 13:45 - 18:45
Friday, 08.02.2019 13:45 - 18:45
Friday, 08.02.2019 13:45 - 18:45
Friday, 08.02.2019 13:45 - 18:45
Friday, 08.02.2019 13:45 - 18:45
Friday, 08.02.2019 13:45 - 18:45
Friday, 08.02.2019 13:45 - 18:45
Friday, 08.02.2019 13:45 - 18:45
Friday, 08.02.2019 13:45 - 18:45
Friday, 08.02.2019 13:45 - 18:45
Friday, 08.02.2019 13:45 - 18:45
Friday, 08.02.2019 13:45 - 18:45
Friday, 08.02.2019 13:45 - 18:45
Friday, 08.02.2019 13:45 - 18:45
Friday, 08.02.2019 13:45 - 18:45
Friday, 08.02.2019 13:45 - 18:45
Friday, 15.02.2019 13:45 - 18:45
Friday, 15.02.2019 13:45 - 18:45
Friday, 15.02.2019 13:45 - 18:45
Friday, 15.02.2019 13:45 - 18:45
Friday, 15.02.2019 13:45 - 18:45
Friday, 15.02.2019 13:45 - 18:45
Friday, 15.02.2019 13:45 - 18:45
Friday, 15.02.2019 13:45 - 18:45
Friday, 15.02.2019 13:45 - 18:45
Friday, 15.02.2019 13:45 - 18:45
Friday, 15.02.2019 13:45 - 18:45
Friday, 15.02.2019 13:45 - 18:45
Friday, 15.02.2019 13:45 - 18:45
Friday, 15.02.2019 13:45 - 18:45
Friday, 15.02.2019 13:45 - 18:45
Friday, 15.02.2019 13:45 - 18:45
Friday, 15.02.2019 13:45 - 18:45
Friday, 15.02.2019 13:45 - 18:45
Thursday, 21.02.2019 13:45 - 18:45
Thursday, 21.02.2019 13:45 - 18:45
Thursday, 21.02.2019 13:45 - 18:45
Thursday, 21.02.2019 13:45 - 18:45
Thursday, 21.02.2019 13:45 - 18:45
Thursday, 21.02.2019 13:45 - 18:45
Thursday, 21.02.2019 13:45 - 18:45
Thursday, 21.02.2019 13:45 - 18:45
Thursday, 21.02.2019 13:45 - 18:45
Thursday, 21.02.2019 13:45 - 18:45
Thursday, 21.02.2019 13:45 - 18:45
Thursday, 21.02.2019 13:45 - 18:45
Thursday, 21.02.2019 13:45 - 18:45
Thursday, 21.02.2019 13:45 - 18:45
Thursday, 21.02.2019 13:45 - 18:45
Thursday, 21.02.2019 13:45 - 18:45
Thursday, 21.02.2019 13:45 - 18:45
Thursday, 21.02.2019 13:45 - 18:45
The learning objectives focus on improving the knowledge and abilities to:
  • Have a broad intellectual understanding of central concepts in negotiations to systematically evaluate negotiation process and outcomes in strategic contexts
  • Develop strategic plans for negotiating in a variety of strategic contexts
  • Craft deals that create and claim maximum value for a long-term, sustainable basis
  • Handle complexities, such as dealing with multiple issues, parties, changing environments, and ethical dilemmas in negotiations
  • Create value out of conflicts
  • 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. All readings will be uploaded at Moodle after each class. Therefore, they will substantiate your learning after you conduct the negotiation simulation, we debrief your experience and cover the fundamental concepts and strategies in class for each topic. I strongly recommend you make the readings as soon as possible after we finish the class while your memories about the negotiation experience and debriefs are still fresh. Furthermore, negotiation role-plays which will require advance preparation will be handed out as a hard copy in the previous session or uploaded at Moodle.
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 course 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 course is sequenced in a way that cumulative knowledge can be applied and practiced.

Course Administration

The course will be administered via Moodle. The content is structured according to the course outline presented at the end of this syllabus. I will upload the lecture slides after each session. However, please note that slides on “Negotiation Simulation Solutions” will not be uploaded.

Grades in this course will be based on three components:
  • Class Contribution (%10)
  • Reflection and Self-Assessment Paper (%40)
  • Final Exam (%50)

For details, please see the attachedSyllabus.

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