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12756-01 - Vorlesung: Negotiations 3 KP

Semester Herbstsemester 2023
Angebotsmuster Jedes Herbstsemester
Dozierende Catherine Tinsley (catherine.tinsley@unibas.ch)
Inhalt Negotiation is central to business, whether you plan on working in marketing, on Wall Street, as a consultant, for government, not-for-profit, or for yourself. This class will teach you the basic tenants of successful negotiation, and help you to understand the strategies and tactics that work best for you. This course is designed to complement the technical and diagnostic skills learned in other courses. Although business requires a broad array of analytical skills in marketing, management, finance, accounting, and operations, these skills will only go so far. As a complement, managers need a broad array of negotiation skills in order to get their proposals accepted and implemented. In other words, this course will not only help you get a job, but also help you succeed in your job.
This course will develop participants' negotiation skills experientially. We will spend a considerable amount of time practicing techniques so that you feel comfortable using them. I will also teach you the most up-to-date theories and frameworks, so that we can analyze what strategies work, and under what circumstances they are most effective.
Lernziele To make you a more effective negotiator, this course will help you:
- Reevaluate your notions of when and why people negotiate.
- Understand the central strategies and tactics of negotiation.
- Improve your ability to analyze the behavior and motives of others.
- Diagnose situational factors and how they will influence the negotiation process.
- Negotiate with 'difficult' people.
- Develop confidence in using negotiation as a tool to help you get what you want.
Literatur Textbook: Thompson, Leigh L. 2015 The Heart and Mind of the Negotiator, 7th edition. Prentice-Hall
Bemerkungen Comments:
This course is part of the Summer School, which offers the opportunity to learn more about Law, Economics & Public Policy within an interdisciplinary and intercultural perspective.
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Teilnahmebedingungen Prerequisites:
Introduction to Economics (Einführung in die Volkswirtschaftslehre, 10130)
Introduction to Business (Einführung in die Betriebswirtschaftslehre, 10125)
Introduction to Game Theory and Experimental Economics (Einführung in die Spieltheorie und Experimental Economics, 23347)
Anmeldung zur Lehrveranstaltung Please register by sending an email to summerschool-wwz@unibas.ch no later than by June 30, 2023.
All further information can be found on the website of the Summer School.
The enrollment for the course is at the same time the final registration for the exam!.

Please note that the number of participants is limited.
Unterrichtssprache Englisch
Einsatz digitaler Medien kein spezifischer Einsatz


Intervall Wochentag Zeit Raum
unregelmässig Siehe Einzeltermine


Datum Zeit Raum
Montag 21.08.2023 11.00-16.30 Uhr Wirtschaftswissenschaftliche Fakultät, Seminarraum S15 HG.31
Mittwoch 23.08.2023 13.00-16.30 Uhr The course will be online today (Zoom), --
Donnerstag 24.08.2023 13.00-16.30 Uhr The course will be online today (Zoom)., --
Montag 28.08.2023 13.00-16.30 Uhr Wirtschaftswissenschaftliche Fakultät, Seminarraum S15 HG.31
Dienstag 29.08.2023 13.00-16.30 Uhr Wirtschaftswissenschaftliche Fakultät, Seminarraum S15 HG.31
Donnerstag 31.08.2023 13.30-16.30 Uhr Wirtschaftswissenschaftliche Fakultät, Seminarraum S15 HG.31
Module Modul: Wahlbereich in Wirtschaftswissenschaften (Bachelor Studienfach: Wirtschaftswissenschaften)
Wahlbereich Bachelor Wirtschaftswissenschaften: Empfehlungen (Bachelor Studienfach: Wirtschaftswissenschaften (Studienbeginn vor 01.08.2021))
Wahlbereich Bachelor Wirtschaftswissenschaften: Empfehlungen (Bachelorstudium: Wirtschaftswissenschaften (Studienbeginn vor 01.08.2021))
Wahlbereich innerfakultär: Zusätzliches Lehrangebot (Bachelorstudium: Wirtschaftswissenschaften)
Leistungsüberprüfung Leistungsnachweis
Hinweise zur Leistungsüberprüfung Real World Negotiations (10%)
Participation (20%), You are expected to attend every class.
Final exam: 5 September 2023, 16.15-17:45 (70%)
The exam will take place at the Faculty of Law, Peter Merian-Weg 8, 4052 Basel, Room number S6/S7.
An-/Abmeldung zur Leistungsüberprüfung An- und Abmelden: Fakultät
Wiederholungsprüfung keine Wiederholungsprüfung
Skala 1-6 0,1
Wiederholtes Belegen beliebig wiederholbar
Zuständige Fakultät Wirtschaftswissenschaftliche Fakultät / WWZ, studiendekanat-wwz@unibas.ch
Anbietende Organisationseinheit Wirtschaftswissenschaftliche Fakultät / WWZ