Inhalt
| Inhalt |
The course will cover theoretical aspects of negotiations and also will allow the participants to gain practical experiences in a variety of role plays and in practical excercises.
Concepts to be covered:
1 Foundations of Strategic Negotiating
-Basic Concepts: Goals, BATNA, ZOPA,...
-Negotiating styles, Cooperation
-Harvard Concept
-Negotiation Process
-Negotiation Ethics
2 Psychology of the Negotiation Process
- Biases and Heuristics
- Influence
- Difficult partners
3 Negotiations in an international environment
- Cultural Components
- Country specific issues
4 Multi-party Negotiations |
| Literatur |
Axelrod Robert The Evolution of Cooperation Basic Books 2006
Cialdini Robert: The Psychology of Persuasion Collins Business 2006
Fisher Roger, et al. Getting to Yes Random House 2012
Kahneman Daniel Thinking, Fast and Slow Penguin 2011
Malhotra Deepak et al. Negotiation Genius Bantam 2008
Meyer Erin The Culture Map PublicAffairs 2014
Salacuse Jeswald Global Negotiator Palgrave Macmillan 2003
Shell Richard Bargaining for Advantage Penguin 2006
Trompenaars F et al. Riding the Waves of Culture Nichoals Brealy Pub. 2012
Ury William Getting past No Random House 1993 |
| Lernziele |
Course Targets:
1 To understand
- the basic concepts of negotiations (Goals, BATNA, ZOPA,....)
- the psychological framework of negotiations
2 To apply the above concepts to an international negotiation environment
3 To develop first-hand negotation experience via role plays and excercises |
| Leistungsnachweis |
marked: presentation with handout (40%), home work (60%) |
