MKT 617: Applied Negotiation
no offering in the academic year
Contents
In the course “Applied Negotiation”, students will apply negotiation strategies to real-world negotiation examples. Students will prepare and conduct their own negotiations in small groups. After each simulation, tape-recordings will be discussed. Furthermore, MKT 617 provides insights into reading body language and gives an introduction to the concept of mimic signals. Based on the gained knowledge, a written assignment of a practical negotiation case needs to be prepared and submitted for grading.
Learning outcomes
At the end of the course, students will be able to apply gained knowledge in negotiation management in a practical environment.
Necessary prerequisites
MKT 616, Not taken MKT 613
Recommended prerequisites
–
| Forms of teaching and learning | Contact hours | Independent study time |
|---|---|---|
| Case Study Presentation | 2 SWS | 4 SWS |
| ECTS credits | 2 |
| Graded | yes |
| Workload | 60h |
| Language | German |
| Form of assessment | Written case study |
| Restricted admission | yes |
| Further information | – |
Examiner Performing lecturer |  | Prof. Dr. Florian Kraus Dr. Clemens Jüttner und Guido Bötticher |
| Frequency of offering | Spring 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 |