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12756-01 - Vorlesung: Negotiations (3 KP)
| Semester | Herbstsemester 2008 |
| Angebotsmuster | Jedes Herbstsemester |
| Dozierende | Catherine Tinsley (CATHERINE.TINSLEY@UNIBAS.CH, BeurteilerIn) |
| 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 at Georgetown. 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 | Thompson, Leigh L. 2001 The Heart and Mind of the Negotiator, 3rd edition. Prentice- Hall. |
| Bemerkungen | 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. Time Schedule: Monday, August 04, 2008 / 09.15-11.30h Tuesday, August 05, 2008 / 09.15-11.30h Wednesday, August 06, 2008 / 09.15-11.30h Thursday, August 07, 2008 / 09.15-11.30h Friday, August 08, 2008 / 09.15-11.30h Monday, August 11, 2008 / 09.15-11.30h Tuesday, August 12, 2008 / 09.15-11.30h Wednesday, August 13, 2008 / 09.15-11.30h Place: Schnitz 2 (S2), behind the WWZ-Building |
| Weblink | Weblink |
| Teilnahmevoraussetzungen | Empfohlen wird: VWL 1 |
| Anmeldung zur Lehrveranstaltung | Your application has to be done personally (Office 111, WWZ) and will be binding!!! Please use application form on weblink. |
| Unterrichtssprache | Englisch |
| Einsatz digitaler Medien | kein spezifischer Einsatz |
| Intervall | Wochentag | Zeit | Raum |
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Keine Einzeltermine verfügbar, bitte informieren Sie sich direkt bei den Dozierenden.
| Module |
Modul Wirtschaft in Osteuropa (Bachelor Studienfach: Osteuropäische Kulturen) Modul Wirtschaft in Osteuropa (Bachelor Studiengang: Osteuropa-Studien) Wahlbereich (Bachelor in Wirtschaftswissenschaften) |
| Prüfung | Semesterendprüfung |
| Hinweise zur Prüfung | 30% Participation, 70% Final exam |
| An-/Abmeldung zur Prüfung | Anmelden: Belegen; Abmelden: Dozierende |
| Wiederholungsprüfung | keine Wiederholungsprüfung |
| Skala | 1-6 0,1 |
| Belegen bei Nichtbestehen | beliebig wiederholbar |
| Zuständige Fakultät | Wirtschaftswissenschaftliche Fakultät / WWZ, studiendekanat-wwz@unibas.ch |
| Anbietende Organisationseinheit | Wirtschaft & Politik WW |