English Negotiations

Establishing rapport
Setting the agenda
Establishing and clarifying positions
Managing conflict
Making and responding to proposals
Bargaining
Conclusions and agreement, closing a deal
Negotiation terminology and language
Chairing meetings and negotiations
Tentative language
Negotiation tactics
Types of minutes of meetings
Writing the minutes of a meeting
Case studies: simulating negotiations

Art der Vermittlung

Präsenzveranstaltung

Art der Veranstaltung

Pflichtfach

Empfohlene Fachliteratur

Course reader
Powell, Mark (2012): International Negotiations. Klett.
Fisher, Roger and William Ury (2012): Getting to Yes: Negotiating an Agreement without Giving in. new ed., Random House Business.

Lern- und Lehrmethode

Face-to-face learning (input, discussions, role plays, presentations, written activities), case studies, distance learning, blended learning, support through various media

Prüfungsmethode

Continuous assessment:

2 assessed simulated negotiations/meetings 60% (30% each)
Participation and performance in class, homework, quizzes, and assignments 40%

Voraussetzungen laut Lehrplan

English CEFR Level B2

Schnellinfos

Studiengang

Logistik und Transportmanagement (Bachelor)

Akademischer Grad

Bachelor

ECTS Credits

1.00

Unterrichtssprache

Englisch

Studienplan

Berufsbegleitend

Studienjahr, in dem die Lerneinheit angeboten wird

2024

Semester in dem die Lehrveranstaltung angeboten wird

4 SS

Incoming

Lernergebnisse der Lehrveranstaltung

After successful completion of the course students are able

to actively and constructively participate in meetings and negotiations
to prepare negotiations in English professionally
to chair meetings and negotiations effectively and skilfully
to competently advocate their position
to comment on other viewpoints positively and negatively and work towards an intended result
to achieve and optimise their personal negotiating goals or that of their teams by using English language negotiating terminology
to write informative minutes of a meeting/negotiation

Kennzahl der Lehrveranstaltung

0391-21-01-BB-DE-46