English Negotiations

Preparing for negotiations (seating order); agenda; simulated negotiations (preparation, etiquette); running negotiations (formal and group dynamic aspects),the culture of conflict; negotiation steps, protocol, negotiation strategies (Harvard-principle), feedback and reflection • Case studies: simulating 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 • Writing the minutes of a meeting

Mode of delivery

face to face

Type

compulsory

Recommended or required reading and other learning resources/tools

Running Meetings, 2006 (Harvard Business School Publishing) Negotiating Outcomes, 2007 (Harvard Business School Publishing)

Planned learning activities and teaching methods

Presentation and practical exercises, pair and group work, simulated negotiation situations in case studies

Assessment methods and criteria

continous assessment (students are assessed on their assignments, participation, performance in meeting simulations, their language skills)

Prerequisites and co-requisites

Module "Englisch 1", Logistics English and English Presentations

Infos

Degree programme

Logistics & Transport Management (Bachelor)

Cycle

Bachelor

ECTS Credits

1.00

Language of instruction

English

Curriculum

Part-Time

Academic year

2021

Semester

4 SS

Incoming

Yes

Learning outcome

After the successful completion of this course the students will be able to prepare negotiations in English professionally; participate in them constructively, chair them effectively, write informative minutes; actively engage in negotiations in English competently advocate their position, comment on other viewpoints positively and negatively and work towards an intended result.

Course code

0391-11-01-BB-DE-46