Strategies and Methods of Negotiation
Position in the Curriculum Part of Module Project Management
Type Lecture and Problem-Based-Learning
Term Summer term
Language English
Credit Points 2 ECTS
Target group Students of Industrial Engineering Management
StudIP Link
Contact person Tobias Ebbing

General description and course goals

The purpose of the present course is to understand the theory and processes of negotiation as practiced in a variety of settings such as industrial marketing relations. A basic premise is that while students need analytical skills in order to develop optimal solutions, a broad array of negotiation skills is needed in order for these solutions to be accepted and implemented. Yet, even though we often negotiate, many students have limited knowledge about the strategies for and psychology of effective negotiations, which is going to be an important factor in their future careers. The course will highlight the components of an effective negotiation and teach students to analyze their own behavior in negotiations.
The course structure is experiential and problem-based, combining lectures, class discussion, assigned readings, media presentations, and the practice of negotiations. Through participation in problem-based negotiation exercises, students will have the opportunity to practice their communication and persuasion skills and to experiment with a variety of negotiating strategies and tactics. Through analysis of case studies, media, and discussion of readings on negotiation concepts and tactics, students will apply the lessons learned to ongoing, real-world negotiations.

Contents

The students will find answers to the following fundamental questions of negotiation theory and practice:

  • How can you find negotiations in everyday life?
  • What are key features of negotiations?
  • How to define a negotiation?
  • What are different forms of negotiations?
  • Which theoretical approaches to a theory of negotiation can be distinguished?
  • How can game theory be applied to negotiation?
  • What kinds of negotiation can be distinguished?
  • What makes an effective negotiator?
  • Which factors should be considered when planning negotiations?
  • What steps must be followed to reach a deal?
  • Are there specific negotiation tactics?
  • What are the typical barriers to an agreement and how to deal with them?
  • What are possible cognitive (mental) errors and how to correct them?

Selected Literature

  • Lewicki, Roy; Barry, Bruce; Saunders, David (2010): Negotiation. Sixth Edition, McGraw-Hill, Boston.
  • Raiffa, Howard (2007): Negotiation analysis. Belknap Press of Harvard Univ. Press, Cambridge, Mass.
  • Fisher, Roger; Ury, William (2011): Getting to yes. Third edition. Penguin, New York.
  • Voeth, Markus; Herbst, Uta (2009): Verhandlungsmanagement: Planung, Steuerung und Analyse. Schäffer-Poeschel, Stuttgart.