Meetings & Negotiations

Lehrinhalte

  • Basics of conducting negotiations and organizing meetings
  • Communication techniques for successful negotiations
  • Role plays and case studies on meetings and negotiations
  • Dealing with difficult interlocutors and situations
  • The use of tools and technology in meetings
  • Culturally diverse negotiation/meeting teams
  • Chairing skills
  • Tentative language versus direct language
  • Getting to yes
  • BATNA: Best alternative to a negotiated agreement
  • Negotiations tactics versus dirty tricks

Art der Vermittlung

Präsenzveranstaltung

Art der Veranstaltung

Pflichtfach

Empfohlene Fachliteratur

· Powell, M. (2012): International Negotiations. Cambridge University Press
· Wheeler, M. (2013): The Art of Negotiation: How to Improvise Agreement in a Chaotic World. Harvard Business School
· Voss, C. (2017): Never Split the Difference. Negotiating as if your Life Depended on it. Munich: Penguin

Lern- und Lehrmethode

Input, blended learning, self-study research elements, meetings and negotiations simulations, case studies, pair and group work, role plays, self-assessment quizzes

Prüfungsmethode

  • 50% continuous assessment: active class participation, assignments, quizzes
  • 50% simulations: 2 case studies in small groups as meetings/negotiations simulations
  • Assessment criteria: correct use of meetings/negotiations language, good use of negotiations tactics, demonstration of chairperson skills

Voraussetzungen laut Lehrplan

Modul Social Skills, Verhandlungsführung im technischen Vertrieb (UE)

Schnellinfos

Studiengang

Technical Sales and Marketing (Bachelor)

Akademischer Grad

Bachelor

ECTS Credits

3.00

Unterrichtssprache

Englisch

Studienplan

Berufsbegleitend

Studienjahr, in dem die Lerneinheit angeboten wird

2025

Semester in dem die Lehrveranstaltung angeboten wird

4 SS

Incoming

Nein

Lernergebnisse der Lehrveranstaltung

After successful completion of this course, students can:

  • effectively participate in meetings and negotiations,
  • chair a meeting,
  • develop negotiation strategies and objectives,
  • conduct meetings and negotiations,
  • adapt communication styles to different negotiation situations,
  • resolve conflicts and challenges in meetings and negotiations,
  • apply presentation techniques in negotiations,
  • prepare and plan effective meetings,
  • take part in culturally diverse business settings and environments.

Kennzahl der Lehrveranstaltung

1480-24-01-BB-DE-35