MKT 617: Applied Negotiation

no offering in the academic year

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 learningContact hoursIndependent study time
Case Study Presentation2 SWS4 SWS
ECTS credits2
Graded yes
Form of assessmentWritten case study
Restricted admissionyes
Further information
Performing lecturer
Prof. Dr. Florian Kraus
Dr. Clemens Jüttner und Guido Bötticher
Frequency of offeringSpring 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