Negotiation Techniques
| Degree programme | International Business Administration |
| Subject area | Business and Management |
| Type of degree | Bachelor Full-time Summer Semester 2025 |
| Course unit title | Negotiation Techniques |
| Course unit code | 025008042217 |
| Language of instruction | English |
| Type of course unit (compulsory, optional) | Elective |
| Teaching hours per week | 2 |
| Year of study | 2025 |
| Level of the course / module according to the curriculum | |
| Number of ECTS credits allocated | 3 |
| Name of lecturer(s) | Peter KESTING, Dragos-Cristian VASILESCU |
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- Communicative basics
- Body language vocabulary
- Negotiation processes
- Harvard concept
- Basics of negotiation tactics
- Avoidable mistakes
- Role plays and case exercises
The organisation of negotiations in line with organisational goals is one of the so-called key qualifications and a central competence of managers and young entrepreneurs. The course develops possibilities of effective negotiation.
The students can reproduce essential verbal and non-verbal aspects of interpersonal communication. They can discuss the opportunities and dangers of individual phases of the negotiation process.
The students can critically plan the elements of the Harvard concept and analyse the design of negotiation processes. They can draft and pre-plan practical basics of negotiation tactics. Students can evaluate the opportunities and risks of individual phases of the negotiation process.
Role plays and observations accompanied by reflection phases are used to practise and further develop what has been learned.
Interactive course with lecture, case studies, exercises in individual and group work, presentations and homework.
Pre-assignment, participation during the seminar in the form of contributions and short presentations (individual or group assignments), post-assignment, individual weighting as determined by the instructors, announcement at the beginning of the semester
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Fischer, Roger; Ury, William; Patton, Bruce (2011): Getting to Yes! Negotiating agreement without giving in. New York: Penguin Group.
Fischer, Roger; Ury, William/Patton, Bruce (2004): Das Harvard-Konzept. Der Klassiker der Verhandlungstechnik, 22. durchges. Aufl. Frankfurt/New York: CAMPUS.
Nasher, Jack (2013): Deal. Du gibst mir, was ich will. Frankfurt/New York: CAMPUS.
Porter, Michael E.; Bower Joseph L. (2010): Besser Verhandeln. Das Trainingsbuch. Offenbach: GABAL.
Schranner, Matthias (2008): Der Verhandlungsführer: Strategien und Taktiken, die zum Erfolg führen, 4. Aufl. München: DTV.
Classes with compulsory attendance