Module Handbook

  • Dynamischer Default-Fachbereich geändert auf WIW

Course WIW-MKT-VHM-K-7

Negotiation Management (2V+2U, 6.0 LP)

Course Type

SWS Type Course Form CP (Effort) Presence-Time / Self-Study
- K Lecture with exercise classes (V/U) 6.0 CP
2 V Lecture 30 h 60 h
2 U Lecture hall exercise class 30 h 60 h
(2V+2U) 6.0 CP 60 h 120 h

Basedata

SWS 2V+2U
CP, Effort 6.0 CP = 180 h
Position of the semester 1 Sem. in SuSe
Level [7] Master (Advanced)
Language [DE] German
Lecturers
Roth, Stefan, Prof. Dr. (PROF | DEPT: WIW)
Area of study [WIW-MKT] Marketing
Livecycle-State [NORM] Active

Notice

The excercise class is organized in small groups with around 5 students. The number of groups depends on the total number of students.

Contents

Lecture Negotiation Marketing:
  • Negotiation research
  • Negotiation analysis and organisation
  • Negotiation preparation
  • Conduct of negotiations and negotiation controlling

Exercise Negotiation Management:

  • Preparation of live negotiations
  • Analysis and organisation of live negotiations
  • Conduct of live negotiations
  • Case study preparation and presentation

Literature

  • Voeth, M./Herbst, U. (2009): Verhandlungsmanagement – Planung, Steuerung und Analyse, Stuttgart.
  • Thompson, L.L. (2005): The Mind and the Heart of the Negotiator, Upper Sadle River, Pearson.

Materials

Skript on OLAT

Requirements for attendance (informal)

None

Requirements for attendance (formal)

None

References to Course [WIW-MKT-VHM-K-7]

Module Name Context
[WIW-MKT-VHM-M-7] Negotiation Management P: Obligatory 2V+2U, 6.0 LP