MKT 616: Fundamentals of Negotiation

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 learningContact hoursIndependent study time
Lecture1 SWS5 SWS
ECTS credits2
Graded yes
Form of assessmentWritten case study
direct repetition not possible
Restricted admissionno
Further information
Performing lecturer
Prof. Dr. Florian Kraus
Dr. Maximilian Gaerth
Frequency of offeringFall semester
Duration of module 1 semester
Range of applicationM.Sc. MMM, M.Sc. Bus. Edu., M.Sc. Econ., M.Sc. Bus. Inf., LL.M., MAKUWI
Preliminary course work
Program-specific Competency GoalsCG 1, CG 3