Letzte Änderung : 16.05.2025 04:08:38   



Output

Code: 168050
Module title: Negotiations
Version: 1.0 (03/2012)
Last update: 23.03.2012 12:28:49
Person responsible for content: Prof. Dr.-Ing. Ruhland, Klaus
k.ruhland@hszg.de


Dr.-Ing. Pawlowski, Maciej
maciej.pawlowski@pwr.jgora.pl


Semester according to time table: SoSe (summer semester)
Module level:Bachelor/Diplom
Duration:1 semester
Language of Instruction:English
Place where the module will be offered:Wroclaw

ECTS Credits: 2
Student workload (in hours): 60

Number of contact hours:
total
subdivided into
2
0
Lecture
2
Seminar/Exercise
0
Laboratory work
0
Other
Self study time (in hours):
sum

38



Exam(s)
Assessment Major oral exam
 - 
 100.0%



Learning and teaching methods:Exercise

Syllabus plan/Content: 1. Crisis and conflict.
2. Negotiating as a communication process.
3. Styles and technologies of negotiations.
4. Building negotiation team.
5. Gathering necessary information.
6. The main negotiation principles.
7. Negotiations: planning, conducting and evaluating.
8. Case studies

Learning Outcomes
Subject-specific skills and competences: The main aim is to give an overview of communication, psychological and sociological principles of negotiation. The course starts from crisis and conflict identification. The negotiation techniques and group dynamics are included
Generic competences (Personal and key skills): ?

Pre-requisites: ?

Literature: Compulsory literature:
[1] FORSYTH, P.:Conducting effective negotiations. How To Books, 1997. ISBN 1-85703-354-0
[2] RODGERS, D.: English for International Negotiations. A Cross-Cultural Case Study Approach. Cambridge University Press, 2001, ISBN 0-521-65749-0
Recommended literature:
[1] HELLRIEGEL, D., SLOCUM, J. W. , WOODMAN, R. W.: Organizational Behavior. West Publishing Company, 1999, ISBN 0-314-92684-4