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