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Fakultät Wirtschaftswissenschaften

Negotiation Strategy and Leadership Seminar

Module: Business B: Strategic Management V
Course: Negotiation Strategy and Leadership
Lecturer: Boban Petrovic and Matthias Schinnen
Scope / Credits: 4 SWS / 7,5 Credits
Course Type: Seminar
Language: English
Application: Online application
Date and Location: Tuesdays, 2 p.m. - 6 p.m. (P1-05-308)
Beginning: 09.04.2024
Exam: The examination for this module comprises three parts:
a) presenting and teaching a segment of the course (in a group of students)
b) a corresponding written teaching note (per group)
c) written (individual) reflections on three negotiation exercises

Content Overview

Conducting negotiations and navigating the associated conflicts is an integral part of business life. These include, for example, the negotiation of salaries, the terms of business contracts, or financing rounds in startups. This course is designed to equip students with the essentials that enable them to negotiate successfully. During the seminar, basic theories and models of negotiation will be introduced. Particular emphasis is placed on the reinforcement of the theoretical concepts through practical exercises. Between sessions, role plays using in-depth business negotiation cases are performed to give students the opportunity to improve their negotiation skills in a supportive environment. By the end of the course, students will understand basic principles of negotiation strategy and leadership and possess the practical know-how to negotiate confidently in a variety of settings.

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