DE / EN

Negotiation Management

Semester Fall
Type Compulsory Lecture
Hours/week 1
ECTS Credits 2
Assesment Written assignment (Case Study homework - 100%)
Language German
Contact Maximilian Gärth, M.Sc.
Course Registration Please note that a registration in the portal is mandatory to attend the course.
Lecturer Dr. Clemens Juettner and Guido Boetticher
Timetable 20 November (2pm – 6pm)

27 November (2pm – 6pm),

Room: ZOOM

Kick Off Date 20 November
Written Assignment Case studies will be assigned at the end of the course for individual elaboration. Based on the gained knowledge, a written assignment of a practical negotiation case needs to be prepared as homework.
Short Description Dr. Clemens Juettner, Marketing Manager of purchase department at Sana Kliniken AG and Guido Boetticher, Vice President of Sales at VISUS Technology Transfer GmbH, will introduce negotiation strategies on the basis of real-world examples. The workshop addresses master students, who first will be familiarized with negotiation techniques and then are invited to practice these techniques by preparing and conducting their own negotiations in small groups. Based on the gained knowledge, a written assignment of a practical negotiation case needs to be prepared.
Learning Outcomes At the end of the course, students should be able to successfully prepare and conduct negotiations in the business world.
Course Outline 1. Introduction to negotiation techniques
2. Preparing negotiations based on real-world examples
3. Body language in negotiations

For more information (in German), click here.