Fundamentals of Negotiation (language = German)
| Code | MKT 616 |
| Semester | Fall |
| Type | Compulsory Lecture |
|
Hours/ | 1 |
| ECTS Credits | 2 |
| Assessment | Written Exam (100%) |
| Language | German |
| Contact | Ann-Kathrin Polenz, M. Sc. |
| Lecturer | Dr. Maximilian Gaerth |
| Timetable |
6. Oct. 2023, 3.30 pm – 6.45 pm 11. Oct. 2023, 5.15 pm – 8.30 pm 13. Oct. 2023, 3.30 pm – 6.45 pm |
| Room |
A3, 001 (6 Oct. 2023) B6 001 (11 Oct. 2023) A3, 001 (13 Oct. 2023) |
| Kick-off Date |
6 Oct. 2023 Please join the corresponding Ilias group for further information. |
| 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: Tuesday, September 26, 2023, 10:00 a.m. – 12:00 p.m. in L5, 2, 1st floor, room 104 Wednesday, September 27th, 2023, 12:00 p.m. – 2:00 p.m. in L5, 2, 1st floor, room 104 Thursday, September 28th, 2023, 10:00 a.m. – 12:00 p.m. in L5, 2, 1st floor, room 104 Friday, September 29, 2023, 12:00 p.m. – 2:00 p.m. in L5, 2, 1st floor, room 104 Friday, October 6th, 2023, before the lecture (3:00 p.m. – 3:30 p.m.) in A3, 001 Afterwards only after sending an email request to Ms. Ewelina Bartella. |
| Exam Date | tba |
| Einsicht | MKT 616 Grundlagen der Verhandlungsführung | Falls Sie eine Einsicht im Kurs MKT 616 (Grundlagen der Verhandlungsführung) wünschen, bitte wenden Sie sich bis zum 28.11. per E-Mail an Herrn Dr. Gärth via mgaerth@wharton.upenn.edu. |
Lecturer contact information, click here.