Meetings & Negotiations

Brief description

  • 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

Mode of delivery

face to face

Type

compulsory

Recommended or required reading and other learning resources/tools

· 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

Planned learning activities and teaching methods

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

Assessment methods and criteria

  • 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

Prerequisites and co-requisites

Modul Social Skills, Verhandlungsführung im technischen Vertrieb (UE)

Infos

Degree programme

Technical Sales and Marketing (Bachelor)

Cycle

Bachelor

ECTS Credits

3.00

Language of instruction

English

Curriculum

Part-Time

Academic year

2025

Semester

4 SS

Incoming

No

Learning outcome

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.

Course code

1480-24-01-BB-DE-35