Institut für Managementwissenschaften
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International Negotiation


The three key objectives of this course are to provide the students with: 1. An understanding of different theories of the negotiation process and the application of these theories to a variety of settings. The theories to be covered include rational models of bargaining behaviour that have been developed in economics and decision sciences, and cognitive and behavioural theories that investigate how bargaining behaviour may diverge from the predictions of the rational models; 2. An opportunity to develop their bargaining skills and apply the theoretical concepts covered in class in a variety of negotiating exercises and cases; and 3. Exposure to new communication and computer technologies that are used in negotiation analysis and support, and in the conducting of negotiations in e-business and beyond.


This course is designed for students who expect to perform managerial functions in their future careers. Its key objective is to equip students with the knowledge and basic skills required to conduct, manage and analyze negotiation processes. It is based on the following premise: Everybody negotiates but managers and professionals should know how to manage conflict and how to negotiate effectively.