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 | |
Area of study | [WIW-MKT] Marketing |
Livecycle-State | [NORM] Active |
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 |
Notice