Fundamentals of Negotiation (language = German)
| Code | MKT 616 |
| Semester | Fall |
| Type | Compulsory Lecture |
|
Hours/ | 1 |
| ECTS Credits | 2 |
| Assessment | Written report in group assignment (100%) |
| Language | German |
| Contact | Ann-Kathrin Polenz, M. Sc. |
| Lecturer | Dr. Maximilian Gaerth |
| Timetable |
22. Nov. 2024, 3.30 pm – 6.45 pm 27. Nov. 2024, 5.15 pm – 8.30 pm 29. Nov. 2024, 3.30 pm – 6.45 pm 04. Dec. 2024, 5.15 pm – 8.30 pm (Ausweichtermin) |
| Room |
SN 163 (22. Nov. 2024) SO 108 (27. Nov. 2024) SN 163 (29. Nov. 2024) SO 108 (04. Dec. 2024) |
| Kick-off Date |
22 Nov. 2024 Bitte treten Sie der Ilias Gruppe für weitere Informationen bei. |
| Short Description | The course “Fundamentals of Negotiation” provides insights into fundamental principles, strategies, and tactics of negotiation. Furthermore, students will learn about common mistakes, the impact of (cognitive and motivational) biases as well as strategies to debias negotiation partners. Finally, we illustrate several persuasion strategies and techniques to confront lies and deception. |
| Learning Outcomes | Students will know fundamental principles and tactics of negotiation. They will be able to distinguish between multiple behavioral biases and to avoid common mistakes. |
| Course Outline | 1. Principles, Strategies, and Tactics 2. The Psychology of Negotiations 3. Real World Negotiations |
| Course Material |
The script sale will take place on: tba Afterwards only after sending an email request to Ms. Ewelina Bartella. |
| Exam Date | Deadline Written Report on January 24, 2025 (12:00 noon) |
| Einsicht | MKT 616 Grundlagen der Verhandlungsführung | Falls Sie eine Einsicht im Kurs MKT 616 (Grundlagen der Verhandlungsführung) wünschen, bitte wenden Sie sich bis zum (tba) per E-Mail an Herrn Dr. Gärth via mgaerth@wharton.upenn.edu. |
Lecturer contact information, click here.