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#2009] M.Sc. Business Studies (2009) [2009]
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 of the module (informal)

Successful participation in “Marketing (Bachelor)”.

Requirements for attendance of the module (formal)


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

Module-Pool Name
[GS-CVT-BS-2022-E-MPOOL-6] Catalog Electives Business Studies and Economics 2022
[WIW-MKT-MPOOL-7] Field of Specialization: Marketing Management