Module Handbook

  • Dynamischer Default-Fachbereich geändert auf WIW

Module WIW-MKT-VHM-M-7

Negotiation Management (M, 6.0 LP)

Module Identification

Module Number Module Name CP (Effort)
WIW-MKT-VHM-M-7 Negotiation Management 6.0 CP (180 h)


CP, Effort 6.0 CP = 180 h
Position of the semester 1 Sem. in SuSe
Level [7] Master (Advanced)
Language [DE] German
Module Manager
Area of study [WIW-MKT] Marketing
Reference course of study [WIW-88.21-SG] M.Sc. Business Studies
Livecycle-State [NORM] Active


Type/SWS Course Number Title Choice in
Presence-Time /
SL SL is
required for exa.
PL CP Sem.
Negotiation Management
P 60 h 120 h - - PL1 6.0 SuSe
  • About [WIW-MKT-VHM-K-7]: Title: "Negotiation Management"; Presence-Time: 60 h; Self-Study: 120 h

Examination achievement PL1

  • Form of examination: examination in form of partial achievements
  • Examination Frequency: each semester

Evaluation of grades

All partial module examinations have to be passed. The module grade is the weighted average of the partial examination grades according to the following weights:

Written exam (70%)

Exercise Negotiation Management (30%)


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

Competencies / intended learning achievements

After successful participation students will be able to:
  • Evaluate the importance of negotiation preparation as requirement for a successful negotiation bargain.
  • Contrast the characteristics of negotiation analysis and organisation.
  • Differentiate the determinants of a process-oriented negotiation management.
  • Measure their knowledge in simulated live- and online-negotiations.


  • 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.

Requirements for attendance (informal)

Successful participation in “Marketing (Bachelor)”.

Requirements for attendance (formal)


References to Module / Module Number [WIW-MKT-VHM-M-7]

Module-Pool Name
[WIW-MKT-MPOOL-7] Field of Specialization: Marketing