Course Title:

Negotiations and Conflict Management – Experiencing Decision Making

(5 ECTS)

 

Course Description:

The seminar aims to enhance the knowledge of students on negotiation through problem-oriented and situative approaches. Its main purpose is to assist students to develop not only their theoretical knowledge of the issues involved, but as well as the skills and competencies in conducting negotiations. Students will be confronted by various problem-contexts that usually confront businesses, NGOs and individuals.

The seminar is complemented by various simulation games that would allow students to actually experience decision-making through negotiations. The games, developed by the instructor of the seminar, include various contexts related to business and economics (see schedule below).

Negotiation is an essential mechanism in finding decisions. It is a chosen method to achieve decisions in a complex process involving various perspectives, thus, requiring strategic planning and comprehensive preparations.

Course Requirements:

 

The course requires the following:

-          Substantial active participation in the simulation games and class discussions

-          Essay (5 pages, excluding references)

 

The students will receive three essay questions on 26 November 2013. The students will need to choose one question. Format: 12 font size, 1.5 line spacing. Deadline for submission is 15 January 2014.

 

Because the seminar is heavily weighted on practical exercises and discussion, the active participation of students is critical to the achievement of the goals of the course.

 

Medium of Instruction:

 

English is the medium of instruction. However, when students feel they can better express themselves in German, they are welcome to do so. The instructor will then translate it to English. During the simulation games, students are welcome to speak any language they want.

 

Essays may be written in English, German or Spanish as the student prefers.

 

Dates of Sessions:

 

15 October 2013, Tue, 9-11:00, institute building, room 16 – I315

22 October 2013, Tue, 9-11:00, institute building, room 16 – I315

2 November 2013, Sat, 9-17:00 (mandatory), institute building, room 7 – I131

26 November 2013, Tue, 9-11:00, institute building, room 16 – I315

3 December 2013, Tue, 9-11:00, institute building, room 16 – I315

10 December 2013, Tue 9-11:00, institute building, room 16 – I315

14 January 2014, Tue 9-11:00, institute building, room 16 – I315

18 January 2014, Sat, 9-17:00 (mandatory), institute building, room 7 – I131

 

Semester: WiSe 2013/14