Back to selection
12756-01 - Lecture: Negotiations (3 CP)
| Semester | fall semester 2026 |
| Course frequency | Every fall sem. |
| Lecturers | Catherine Tinsley (catherine.tinsley@unibas.ch) |
| Content | 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. |
| Learning objectives | 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. |
| Bibliography | Textbook: Thompson, Leigh L. 2015 The Heart and Mind of the Negotiator, 7th edition. Prentice-Hall |
| Comments | Comments: This course is part of the Summer School, which offers the opportunity to learn more about Business, Law & Economic Policy within an interdisciplinary and intercultural perspective. |
| Weblink | Weblink |
| Admission requirements | Recommended Prerequisites: Introduction to Economics (Grundlagen der Volkswirtschaftslehre, 10130) Introduction to Business (Grundlagen der Betriebswirtschaftslehre, 10125) Introduction to Game Theory and Experimental Economics (Einführung in die Spieltheorie und Experimental Economics, 23347) |
| Course application | Please register by sending an email to summerschool-wwz@unibas.ch no later than by 31 May 2026. Late application is possible until the course is fully booked, but no later than the 30 June 2026. All further information can be found on the website of the Summer School. https://wwz.unibas.ch/de/studium/summer-school/how-to-apply/ The enrollment for the course is at the same time the final registration for the examination! |
| Language of instruction | English |
| Use of digital media | No specific media used |
| Interval | Weekday | Time | Room |
|---|---|---|---|
| täglich | See individual dates | ||
Dates
| Date | Time | Room |
|---|---|---|
| Monday 17.08.2026 | 13.00-16.30 | Wirtschaftswissenschaftliche Fakultät, Seminarraum S15 HG.31 |
| Tuesday 18.08.2026 | 13.00-16.30 | Wirtschaftswissenschaftliche Fakultät, Seminarraum S15 HG.31 |
| Wednesday 19.08.2026 | 13.00-16.30 | Wirtschaftswissenschaftliche Fakultät, Seminarraum S15 HG.31 |
| Thursday 20.08.2026 | 13.00-16.30 | Wirtschaftswissenschaftliche Fakultät, Seminarraum S15 HG.31 |
| Friday 21.08.2026 | 13.00-16.30 | Wirtschaftswissenschaftliche Fakultät, Seminarraum S15 HG.31 |
| Monday 24.08.2026 | 13.00-16.30 | Wirtschaftswissenschaftliche Fakultät, Seminarraum S15 HG.31 |
| Wednesday 26.08.2026 | 10.00-12.00 | Wirtschaftswissenschaftliche Fakultät, Seminarraum S15 HG.31 |
| Modules |
Modul: Wahlbereich in Wirtschaftswissenschaften (Bachelor's degree subject: Business and Economics) Wahlbereich innerfakultär: Zusätzliches Lehrangebot (Bachelor's Studies: Business and Economics) |
| Assessment format | record of achievement |
| Assessment details | Course attendance is compulsory. Attendance and good preparation are prerequisites for being a valuable participant in the class. You are expected to prepare for and attend every class and participate actively. Final grades will be determined by: Real World Negotiations (10%) Participation (20%), You are expected to attend every class. Final examination: 26 August 2026, 10:15 - 11:45 (70%) |
| Assessment registration/deregistration | Registration/deregistration: faculty |
| Repeat examination | no repeat examination |
| Scale | 1-6 0,1 |
| Repeated registration | as often as necessary |
| Responsible faculty | Faculty of Business and Economics , studiendekanat-wwz@unibas.ch |
| Offered by | Faculty of Business and Economics |