MKT 616: Fundamentals of Negotiation
Contents
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.
Necessary prerequisites
Not taken MKT 613
Recommended prerequisites
–
| Forms of teaching and learning | Contact hours | Independent study time |
|---|---|---|
| Lecture | 1 SWS | 5 SWS |
| ECTS credits | 2 |
| Graded | yes |
| Workload | 60h |
| Language | German |
| Form of assessment | Written case study direct repetition not possible |
| Restricted admission | yes |
| Further information | – |
Examiner Performing lecturer |  | Prof. Dr. Florian Kraus Dr. Maximilian Gaerth |
| Frequency of offering | Fall semester |
| Duration of module | 1 semester |
| Range of application | M.Sc. MMM, M.Sc. Bus. Edu., M.Sc. Econ., M.Sc. Bus. Inf., LL.M., MAKUWI |
| Preliminary course work | – |
| Program-specific Competency Goals | CG 1, CG 3 |