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

• Tools for a structured and systematic approach to negotiation
• principled negotiation techniques using the 4 Harvard Principles
  • separating the people from the problem
  • clarifying interests
  • developing options
  • using accepted criteria,
• tools for preparing a negotiation,
• analysing and understanding communication dynamics,
• working on options and interests by asking the right questions
• working on the Best Alternative to Negotiated Agreement
• developing a Negotiation Strategy on a personal business case

Negotiating will be simulated in roll play situations. Negotiating will be done simultaneously in diverse situations such as 1:1, 2:2 etc. Each negotiation will be followed by analyses and planning for the next round of negotiations. Due to the fact that the same task is performed simultaneously by different groups it is possible to work out, how different results have come about. The seminar is based on the book Getting to Yes by R. Fisher, W. Ury und B. Patton (Campus Verlag 2001).

• experience baced learning approach
• role plays
• 1:1 negotiations
• 2:2 negotiation
• group negotiation
• group exercises

• mandatory participation on all three days
• cooperation and collaboration
• written elaboration of a negotiation case - within two weeks after course

Fisher, Roger; Ury, William; Patton, Bruce: "Getting to Yes" Penguin Books (3. Mai 2011)

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