Strategic Negotiations

The course gives an introduction to negotiations in the field of business administration. Keywords: preparation, distributive and intergrative negotiations, advanced negotiation skills. Trust, power, rights and ethics. Creative problem solving in negotiations, coalitions, multiple parties, tacit negotiations and social dilemmas.

The course gives an behavioural introduction to the phenomenon of negotiation. The learning in the course is to a large extent experiential and therefore requires attendance.

The course has a modular structure. More information about the dates for this course will be announced at the start of the semester.