English Negotiations
Lehrinhalte
- 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
Vollzeit
Studienjahr, in dem die Lerneinheit angeboten wird
2025
Semester in dem die Lehrveranstaltung angeboten wird
4 SS
Incoming
Ja
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-VZ-DE-46