Negotiation Management
| Semester | Fall |
| Type | Compulsory Lecture |
|
Hours/ | 1 |
| ECTS Credits | 2 |
| Assesment | Written assignment (Case Study – 100%) |
| Language | German |
| Contact | Dr. Maximilian Gaerth |
| Course Registration | Please note that a registration in the portal is mandatory to attend the course. |
| Lecturer | Dr. Maximilian Gaerth |
| Timetable |
15 October (2pm – 6pm) 29 October (2pm – 6pm), Room: BWL-ZOOM 01 |
| Kick Off Date | 15 October |
| 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 solved as an open-book take home exam. |
| Short Description | Dr. Maximilian Gaerth will discuss latest research in negotiation and dispute resolution to develop a framework that helps participants prepare for, analyze, and execute almost any negotiation. In particular, Dr. Gaerth will emphasize the power of cognitive and motivational biases and will discuss simple but effective debiasing strategies. |
| Course Outline |
1. Principles, Strategies, and Tactics 2. The Psychology of Negotiation 3. Real World Negotiations |
For more information (in German), click here.
