Negotiating Techniques

The course includes preparation for negotiations and conduct of negotiations as well as a demonstration of the Harvard Negotiation Model. Students will learn to identify hidden interests and become familiar with negotiation tactics. Furthermore, the achievement of win/win situations will be discussed.

Mode of delivery

face to face

Type

compulsory

Recommended or required reading and other learning resources/tools

Fisher/Ury/Patton (2009), Harvard-Konzept, Campus-Verlag Rotcop, K. (2009): The perfect pitch: How to sell Yourself and Your Movie Idea to Hollywood, MWP, Los Angeles. Kurtz (2008), Pitch it! Die Kunst, Film erfolgreich zu verkaufen, UVK Verlagsgesellschaft mbH Hauge, M. (2006) Selling your Story in 60 Seconds, MWP, Los Angeles.

Planned learning activities and teaching methods

Applied methods including macro and micro levels of teaching. Macro methods are case studies, analyses and debates. Micro methods are keynote lectures, cooperative learning and negotiation techniques. Students work in groups or in the plenum. Academic success depends on the presence of the students in the lectures.

Assessment methods and criteria

Students are graded on the quality of their assignements and presentations.

Prerequisites and co-requisites

none

Infos

Degree programme

Film-, TV-, & Media Production (Bachelor)

Cycle

Bachelor

ECTS Credits

1.00

Language of instruction

German

Curriculum

Full-Time

Academic year

2022

Semester

3 WS

Incoming

Yes

Learning outcome

After the successful completion of this course the students will be able to prepare and plan (further) negotiations. The students will be familiar with the most important argumentative approaches in order to be able to conduct negotiations in accordance with the Harvard negotiation concept.

Course code

0702-11-01-VZ-DE-34