PTMBA 2021 Negotiations (Kaufmann)
This course is relevant for students who want to get an in-depth understanding of and practical training with tools to negotiate effectively and reach specific goals particularly in situations of (potential) conflict.
Course code
MBA MGMT643
Course type
PT MBA Lecture
Weekly Hours
2,0
ECTS
2,0
Term
HS 2020
Language
Englisch
Lecturers
Prof. Dr. Lutz Kaufmann
Please note that exchange students obtain a higher number of credits in the BSc-program at WHU than listed here. For further information please contact directly the International Relations Office.
Course content
1. Negotiation setup – Stakeholders, interests, sequencing, etc.
2. Deal design – Value creation, trade, and contingent contracts
3. Negotiation tactics – Think, talk, and act at the negotiation table
Class dates
| Date | Time |
|---|---|
| Sunday, 22.11.2020 | 10:45 - 18:00 |
| Saturday, 28.11.2020 | 08:45 - 16:00 |
| Sunday, 29.11.2020 | 08:45 - 16:00 |
Learning outcomes
To get an in-depth understanding of and practical training with tools to negotiate effectively and reach specific goals particularly in situations of (potential) conflict.
Literature
Course pack
Exam
Exam 50%
Participation 30%
Observer Assignment 20%
Participation 30%
Observer Assignment 20%
Requirements
The number of participants is limited to 24 students.