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International Negotiations
Teaching language
Englisch
Dates
| ET |
Do |
20.04.2023 |
17:30–19:00 |
ONLINE
|
| ET |
Fr |
28.04.2023 |
10:00–17:00 |
C18-LG 4 | 03.05
|
| ET |
Sa |
29.04.2023 |
09:00–15:00 |
C18-LG 4 | 03.05
|
| ET |
Fr |
09.06.2023 |
10:00–17:00 |
C18-LG 4 | 03.05
|
| ET |
Sa |
10.06.2023 |
09:00–15:00 |
C18-LG 4 | 03.05
|
Registration
[No data available.]
Modules
M Pub 2020 602SPGPP#02 // S 3LP ::233946::
Comment
Through the course, participants shall become familiar with the most known negotiations concepts: Integrative / principled approaches (Harvard), the FBI-concept, distributive and tactical approaches. Two-thirds of the course consist of role-play, which is based on practical cases and will be played by all participants. Students will learn to develop own negotiation strategies, the dynamics of negotiation processes and their momentums, building on the differences of positions and interests, communicating appropriately, and developing useful approaches to deal-making.
Literature
Mühlen, A. (2013). International Negotiations: Confrontation, Competition, Cooperation. (2nd edition). Münster: LIT-Verlag.
Thompson, L.L., (2009), The Mind and Heart of the Negotiator, New Jersey, Pearson
Lewicki, R., Saunders, D., Minton, J. (2000), Negotiation, (3rd edition), Boston
Fischer, R., Uri, W., Getting to Yes (2011), New York, Penguin
Voss, C., Razz, T. (2017), Never split the difference, ), New York, Penguin
Legende Termintypen
Wö = wöchentlicher Termin
, ET = Einzeltermin
, AB = A- oder B-Woche
, Vo = Vorbesprechung
, Ex = Exkursion
, Kl = Klausur
, Tä, At, Wt = täglicher (Block-)Termin
, nV = nach Vereinbarung/nicht festgelegt.
Wö = wöchentlicher Termin (meets weekly)
, ET = Einzeltermin (meets one time only)
, AB = A- oder B-Woche (alternating: “A” or “B” weeks)
, Vo = Vorbesprechung (preliminary meeting)
, Ex = Exkursion (excursion/study trip)
, Kl = Klausur (exam)
, Tä, At, Wt = täglicher (Block-)Termin (meets daily/block seminar)
, nV = nach Vereinbarung/nicht festgelegt (by appointment, TBA).
Legende Raumbezeichnungen
AMG = AudiMaxGebäude
, APS = AlteParteiSchule
, FG = Forschungsgebäude
, GH = Gartenhaus
, GSH = Große Sporthalle
, HdProjekte = Haus der Projekte
, KSyn = Kleine Synagoge
, LG = Lehrgebäude
, MG = Mitarbeitergbäude
, MTV Halle = Männerturnverein Halle
, SH JP = Schwimmhalle Johannesplatz
, WBS = Willy Brandt School
, ZSG = Zentralschulgarten
Die genaue Lage der Lehrveranstaltungsgebäude können Sie
dem Campusplan entnehmen.
Please check the campus map for the location of the university buildings and
facilities.