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12756-01 - Lecture: Negotiations 3 CP

Semester fall semester 2022
Course frequency Every fall sem.
Lecturers Catherine Tinsley (catherine.tinsley@unibas.ch, Assessor)
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 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.
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, 6th edition. Prentice-Hall
Comments 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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Admission requirements 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)
Course application Please register by sending an email to summerschool-wwz@unibas.ch no later than by June 30, 2022.
For more information, please visit the Summer School website: https://wwz.unibas.ch/de/summer-school/courses/
The enrollment for the course is at the same time the final registration for the exam!
Language of instruction English
Use of digital media No specific media used

 

Interval Weekday Time Room
unregelmässig See individual dates

Dates

Date Time Room
Monday 15.08.2022 13.00-16.30 Wirtschaftswissenschaftliche Fakultät, Seminarraum S15 HG.31
Wednesday 17.08.2022 13.00-16.30 Wirtschaftswissenschaftliche Fakultät, Seminarraum S15 HG.31
Thursday 18.08.2022 13.00-16.30 Wirtschaftswissenschaftliche Fakultät, Seminarraum S15 HG.31
Monday 22.08.2022 13.00-16.30 Wirtschaftswissenschaftliche Fakultät, Seminarraum S15 HG.31
Tuesday 23.08.2022 13.00-16.30 Wirtschaftswissenschaftliche Fakultät, Seminarraum S15 HG.31
Thursday 25.08.2022 13.30-16.30 Wirtschaftswissenschaftliche Fakultät, Seminarraum S15 HG.31
Modules Electives Bachelor Business and Economics: Recommendations (Bachelor's Studies: Business and Economics (Start of studies before 01.08.2021))
Electives Bachelor Business and Economics: Recommendations (Bachelor's degree subject: Business and Economics (Start of studies before 01.08.2021))
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 Real World Negotiations (10%)
Participation (20%)
Final exam: 31 August 2022, 15.00-16:30 (70%)
The exam will take place at the Faculty of Business and Economics, Peter Merian-Weg 6, 4052 Basel, Room number S15.

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

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