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

1. to prepare a conversation:

• objectives:
  • to prepare for goal/target oriented conversation and for partner 
  • to define goals/targets for a conversation
  • to derive strategies and tactics
  • to recognize goals/targets of partner

2. to exceute a conversation aiming towards a desired result :

• objectives:
  • to start conversation in a proper way
  • to execute a conversation aiming towards a goal
  • to execute a conversation in an efficient way
  • to be able to have a real dialogue
  • to come to an agreement at the end

3. to follow up / review a conversation:

• objectives:
  • to recognize the importance to follow up the conversation afterwards
  • to be able to run through the essentials during a follow up
  • to recall the lessons learned in recurring situations

  4. to present complex content:

• objectives:
• to recognize the importance of goals / targets and target groups for representing the information right
• to recognize relevance and coherence of text or during conversation
• to prepare and adapt content in a comprehensive and compact way
• to adapt content to fit with goals and target groups

Content of the lecture:

1. preparation of conversation:

• topics:
  • conversation "partner"
  • conversation objectives, goals, targets
  • conversation strategies
  • analysis of "environment"
  • analysis of conversation partner
  • similarities
  • arguments and counterarguments
  • concessions and limits
  • team und roles in conversations

2. goal/target-oriented excecution of conversation:

• topics:
  • start of conversation
  • personal means of action
  • content - time
  • listening - asking
  • summary and agreements
  • "feel-good factor" und positive conclusion

3. follow up / review of conversation:

• topics:
  • "recording"/ visualization of contents / results
  • documentation of contents / results
  • timely presentation und change requests
  • targeted lessons learned

 4. compact representation of complex content:

• topics:
  • goals and taget groups
  • structure of information
  • importance
  • complexity
  • facts and key issues
  • comprehensibility

• experience baced learning approach
• role plays
• 1:1 conversations, negotiations
• 1:n conversations, presentations, discussions, moderations
• m:n conversations, presentations, discussions
• group negotiations
• group exercises

Composition of the grade:

• mandatory participation on at least 75% of hours (maximum absence 12 hours from 48 offered)
• cooperation and collaboration
• written elaboration of conversation cases "1 to 1", "1 to many", "many to many" - after every unit - until next unit

no previous knowledge required