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