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.