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

Books:
• 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.
Journals:

Mode of delivery

Integrated lecture

Prerequisites and co-requisites

1., 2., and 3. semester

Assessment methods and criteria

Continuous assessment