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12756-01 - Lecture: Negotiations (3 CP)
| Semester | fall semester 2017 |
| Course frequency | Irregular |
| Lecturers | Catherine Tinsley (catherine.tinsley@unibas.ch, Assessor) |
| Content | Summary: 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 | Learning goals: 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. Time Schedule: Mon, 7 August 17, 13:00 - 17:00 h Tue, 8 August 17, 13:00 - 17:00 h Wed, 9 August 17, 13:00 - 17:00 h Thu, 10 August 17, 13:00 - 17:00 h Fri, 11 August 17, 13:00 - 17:00 h |
| Weblink | Weblink |
| 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 apply at the latest until 31 May 2017 by email to summerschool-wwz@unibas.ch. All further information can be found on the website of the Summer School. |
| Language of instruction | English |
| Use of digital media | No specific media used |
| Interval | Weekday | Time | Room |
|---|
No dates available. Please contact the lecturer.
| Modules |
Electives Bachelor Business and Economics: Recommendations (Bachelor Business and Economics) Electives Bachelor Business and Economics: Recommendations (Bachelor's degree subject: Business and Economics) Modul Internationales Zusatzwissen (Master's Studies: European Studies (Start of studies before 01.02.2015)) |
| Assessment format | end-of-semester examination |
| Assessment details | 30% Participation, 70% takehome exam. |
| 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 |