Grundlagen der Verhandlungsführung
Course Description
The seminar "Grundlagen der Verhandlungsführung" offers students the possibility to use their theoretical knowledge in a practical way by means of role play. The analysis of negotiation processes is the main focal point. Difficulties are identified and different negotiation strategies are compared and assessed.
| Credit points: | 4 SWS, 6 ECTS |
|---|---|
| Language: | Teaching in German, teaching material in English |
| Seminar leader: | Dr. Nevena Toporova |
| Participants | max. 12 |
Dates
| 16.10. | 09:00-12:00 |
| 12.12. | 09:00-14:30 |
| 13.12. | 09:00-14:30 |
| 14.12. | 09:00-14:30 |
Application
Die Anmeldung und Verteilung für die teilnehmerbeschränkten Veranstaltungen der TUM School of Management erfolgt über TUMonline.
The registration and distribution for the limited courses of the TUM School of Management takes place via TUMonline.
Notes
- The lecture is held in German, most of the teaching material is provided in English
- For passing the module a term paper is to be elaborated, the term paper is to be presented.
Literature
- Bazerman, M.H. und Neale, M.A. (1994): ”Negotiating Rationally“ Press, New York.
- Fisher, R., Ury, W. und Patton, B.M. (2011): ”Getting to Yes: Negotiating Agreement Without Giving In.” Houghton Mifflin Company, Boston New York.