Negotiation Management

This course can be selected as an individual course within the electives block “Betrieb und Management”. This 2 ECTS-course is eligible for all students having the block “Betrieb und Management” in their study program.

This course can be selected as one part of the module “Project- and Negotiation Management”. This 3-ECTS part of the module is eligible for International Engineering Management students and Erasmus students.

Contact person: Jan-Niklas Anders

Language: English

Credits:

• 2 ECTS individual course in “Betrieb und Management” elective block
• 3 ECTS course within module “Project- and Negotiation Management”

Structure:

• 2 ECTS individual course: Weekly lecture (including interactive group exercises)
• 3 ECTS course within module Project- and Negotiation Management: Weekly lecture (including interactive group exercises) + PBL-negotiation session (4 hours)

Examination:

• 2 ECTS individual course: Weekly assignments
• 3 ECTS course within module Project- and Negotiation Management: Weekly assignments + participation in PBL negotiation session including preparation and reflection

Course Description:

This course offers to develop knowledge and skills in negotiation. This course offers an in-depth exploration of negotiation-related theories and their applications in diverse settings such as industrial marketing relations (e.g., sales and procurement negotiations) and internal corporate negotiations (e.g., budget negotiations).

Why This Course is Essential:

In today's dynamic business environment, the ability to negotiate effectively is crucial for achieving optimal solutions and ensuring their acceptance and implementation. Despite frequent opportunities to negotiate, many individuals lack the strategic and tactical knowledge necessary for success. This course is designed to bridge that gap, providing you with the knowledge and the tools needed to excel in different negotiation situations.

Content:

The following key questions will be explored throughout the course:

• What are the key characteristics of negotiations?

Understanding the fundamental elements that define a negotiation (e.g., negotiation objectives, negotiation parties) and become familiar with different types of negotiations.

• What are the stages of negotiation processes?

Exploring the typical phases of negotiation, from preparation to the implementation of a deal.

• What theoretical approaches contribute to a theory of negotiation?

Analyzing various theoretical frameworks that underpin negotiation practices, including but not limited to game theory and psychological theories.

• What are the characteristics, strategies and tactics related distributive and integrative negotiation settings?

Comparing and contrasting the distributive (win-lose) and integrative (win-win) negotiation strategies, identifying their key characteristics, advantages, and appropriate contexts for their application.

What You Will Learn and Get:

Theoretical Foundations: Gain a solid understanding of key negotiation-related theories such as game theory or behavioral theories.

Practical Applications: Learn how theoretical knowledge can be applied in different real-world settings via several practical examples and short groups exercises. Particularly, you will learn to adapt your behavior to more integrative or distributive negotiation settings.

Expert Insights: Benefit from presentations by external negotiation experts, including procurement and sales professionals, who bring real-world experience and insights to the classroom.

Experiential learning and self-analysis (PBL session): Engage in negotiation exercises, allowing you to experiment with various strategies and tactics in a controlled, supportive environment. Develop the ability to critically analyze your own negotiation behaviors, enhancing your self-awareness and effectiveness in future negotiations.

By the end of this course, you will have a robust toolkit of negotiation strategies and tactics, enhanced analytical skills, and the confidence to navigate and succeed in complex negotiation scenarios. Join us to transform your negotiation abilities and take a decisive step towards becoming a more reflected and influential negotiator.