International Industrial Management

Elective Module 2: Elective in the Department of Management

Integrated course, 2.00 ECTS


Course content

It is possible to select a subject from all study programmes within the Department of Management at FH JOANNEUM (pending approval). Lectures in Master's programmes at other departments/universities require pre-approval from the Head of the Study Programme. The lecture must comprise 2 ECTS.

Learning outcomes

The Students are able to
• accurately judge a counterpart's character in a negotiation. (5)
• protect their own interests in a negotiation without negatively affecting their relationship with the business partner (6)
• argue their case clearly and convincingly in a negotiation. (5)
• constructively and calmly assess objections in a negotiation. (6)
• lead negotiations with the goal of achieving a result

Recommended or required reading and other learning resources / tools

• R. Lewicki, A. Hiam: Mastering Business Negotiations, Jossey-Bass (Wiley)
• Raymond Saner: Verhandlungstechnik, Haupt Verlag, Bern
• Roger Fisher, Daniel Shapiro: Beyond Reason – using emotions as you negotiate
• William Ury: Getting Past No: Negotiating in Difficult Situations - Negotiating with Difficult People
• Lewicki, R. J., Barry, B., & Saunders, D. M.: Essentials of Negotiation. New York: McGraw-Hill
• Raiffa, H.: Negotiation Analysis. Cambridge, MA: Harvard University Press
• Simon, H. A. : Models of Thought. New Haven: Yale University Press
• Sebenius, James K.: Six Habits of Merely Effective Negotiators. Harvard Business Review Reprint R0104E

The lecturer agrees to communicate an updated list of recommended literature in accordance with the syllabus.

Mode of delivery

Integrated lecture

Prerequisites and co-requisites

1., 2., and 3. semester

Assessment methods and criteria

Continuous assessment