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

Mode of delivery

Präsenzveranstaltung

Type

Pflichtfach

Recommended or required reading and other learning resources/tools

• 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.

Planned learning activities and teaching methods

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

Assessment methods and criteria

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

Prerequisites and co-requisites

English CEFR Level B2

Infos

Degree programme

Logistics & Transport Management (Bachelor)

Cycle

Bachelor

ECTS Credits

1.00

Language of instruction

English

Curriculum

Part-Time

Academic year

2023

Semester

4 SS

Incoming

Yes

Learning outcome

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

Course code

0391-21-01-BB-DE-46