After successful completion of the course, students are able to...

• find appropiate solutions to conflicts
• use specific methods to reduce conflict and come up with problem-solving approaches
• prepare, conduct and mediate negotiations between multiple parties
• identify hidden issues and plan steps to mitigate them

This course is designed for students who expect to perform managerial functions in their future careers. Its key objective is to equip students with the knowledge and basic skills required to conduct, manage and analyze negotiation processes. It is based on the following premise: Everybody negotiates but managers and professionals should know how to manage conflict and how to negotiate effectively.

• Lectures
• Negotiations during lectures
• Online negotiation simulation
• Reflection
• Roleplay and Teamwork collaboration in a negotiation setting
• Discussion of case studies
• Reading assignments
• Case preparation

Participation in the preliminary meeting on October 8, 2019 is mandatory for full class registration!

Please register yourself over TISS for this course. The final grade will base on several assignments and negotiations during the semester and a final exam at the end of the course.

The (only) final exam will take place on January 14, 2020.

• Attendance and active participation in class
• Participation and performance during an online simulation
• Writing of a negotiation case
• Attendance and performance evaluation of a high-level negotiation
• Theoretical exam (multiple choice)