International Negotiation and Communication Skills

11M0557

Master

English

5.0

winter and summer term

1 semester

The increasing global interconnectedness of today's working world leads to greater complexity and places additional demands on management and employees. Specialist knowledge and specific foreign language skills are the necessary and obvious basis for communication with international business partners. However, intercultural competence and international negotiating skills or negotiation skills are essential for successful long-term international business relationships. Combined with effective communication techniques and emotional intelligence, these skills can secure decisive advantages in international competition in addition to specialist knowledge and foreign language skills.

1. Intensive training of technical communication skills in an international setting 
2. Dimensions of intercultural communication 
3. Cultural awareness in international negotiations 
4. The language of negotiation 
5. International negotiation skills 
6. The Harward Principle 
7. Case studies to practise fundamentals of negotiation 
8. Basic Neuro-Linguistic Programming (NLP) concepts and techniques 
9. The power of emotional intelligence for leaders and organisations 
10. Six tools for clear communication: The Hamburg Approach

The total workload for the module is 150 hours (see also "ECTS credit points and grading").

• Oral presentation, with written elaboration

Presentation: about 20-25 minutes; handout: about 4-5 pages

At least 7 years of English in school.

Upon passing this course the students should have good English language skills, comparable to Level C1 of the GER (Gemeinsamer Europäischer Referenzrahmen für Sprachen).

Upon passing this module the students should

- have a detailed knowledge of negotiation skills and be able to apply these successfully

- understand the importance of Emotional Intelligence for successful communication in everyday life, in negotiations as well as for leaders and companies

- have a detailed knowledge of intercultural communication and be able to apply this knowledge effectively in international negotiations.

Upon passing this module the students should: - explain, analyse and reflect a number of different communication theories, - understand how to communicate successfully by applying different communication theories.

Upon passing this module the students should

- be able to communicate confidently and to negotiate competently in the English language

- be able to demonstrate intercultural sensitivity and emotional intelligence when communicating internationally.

• Fritz, Martina

• Fritz, Martina