Negotiations

• developing negotiation strategies – basics and additional knowhow (also considering intercultural aspects), especially for international projects, • preparing, conducting and following-up on negotiations in English • expanding meeting and negotiation terminology in English

Mode of delivery

face to face

Type

compulsory

Recommended or required reading and other learning resources/tools

• Diamond, S./Mace, C. (2011): Getting more. How you can negotiate to succeed in work & life, London: Penguin Books • Patterson, K./Grenny, J./Switzler, A. (2012): Crucial conversations, New York: McGraw-Hill • Shell, G. (2006): Bargaining for advantage. Negotiation strategies for reasonable people, 2nd ed., New York: Penguin Books

Planned learning activities and teaching methods

input and practice, simulations and role play, conducting and reflecting on negotiation situations

Assessment methods and criteria

alternative assessment: self-assessment and trainer feedback

Prerequisites and co-requisites

none

Infos

Degree programme

Projectmanagement & Organisation (Master)

Cycle

Master

ECTS Credits

1.00

Language of instruction

English

Curriculum

Part-Time

Academic year

2023

Semester

2 SS

Incoming

No

Learning outcome

After successfully completing this course, students will be able to • perform proficiently in negotiation situations in English, especially in international projects, and • use acting in a foreign language to their advantage.

Course code

0388-20-01-BB-DE-18