International Negotiation and Communication Skills

Faculty of Engineering and Computer Science

Version 35.0 of 02/03/2020

11M0557

International Negotiation and Communication Skills

• Elektrotechnik (Master) (M.Sc.)
• Informatik - Verteilte und Mobile Anwendungen (M.Sc.)
• Angewandte Werkstoffwissenschaften (M.Sc.)
• Mechatronic Systems Engineering (M.Sc.)

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For a future career in an international environment and for work in international teams it is fundamental to have excellent negotiation and communication skills as well as intercultural sensitivity.

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

Knowledge Broadening
Upon passing this course the students should:

- have good English language skills, at least or comparable to Level B2 of the GER (Gemeinsamer Europäischer Referenzrahmen für Sprachen).




Knowledge Deepening


Instrumental Skills and Competences
Upon passing this course the students should:

- understand the importance of Emotional Intelligence for successful communication in everyday life, in negotiations as well as for leaders and companies.
- know about cultural differences and be able to demonstrate intercultural sensitivity.





Communicative Skills and Competences
Upon passing this course the students should:

- be able to communicate confidently and to negotiate competently in the English language.
- have a detailed knowledge of negotiation skills and be able to apply these successfully.
- have a detailed knowledge of intercultural communication and be able to apply this knowledge effectively in international negotiations.
- understand how to communicate successfully by applying a number of different communication theories.








Systemic Skills and Competences

• Lectures
• Exercises
• Group work
• Individual study
• Presentations by students
• Case studies

At least 7 years of English in school.

Fritz, Martina

Fritz, Martina

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Bradbury, Andrew: Develop your NLP Skills, Kogan Page, 2006, ISBN: 0749445580Fisher, Roger; Ury, William: Getting to Yes: Negotiating an Agreement without Giving in, Random House Business Books, 1999, ISBN: 1844131467Goleman, Daniel: Working with Emotional Intelligence, Bloomsbury Publishing Plc, 1999, ISBN: 9780747543848Hofstede, Gert; Hofstede, Gert Jan: Cultures and Organizations: Software of the Mind, MacGraw-Hill, 2004, ISBN: 0071439595O'Connor, Joseph; Seymour, John: Introducing NLP - Psychological Skills for Understanding and Influencing People, HarperCollins, 2002, ISBN: 9781855383449Rodgers, Drew: English for International Negotiations: A Cross-Cultural Case Study Approach, Cambridge University Press, 2004, ISBN: 0521657490 Schulz von Thun, Friedemann: Six Tools for Clear Communication, Schulz von Thun Institut für Kommunikation, HamburgUry, William: The Power of a Positive No - How to say No and still get to Yes, Hodder and Stoughton, 2008, ISBN: 9780340923801Fisher, Roger; Shapiro, Daniel: Beyond Reason - Using Emotions as You Negotiate, Penguin Books, 2006, ISBN: 0143037781

Oral Presentation / Seminar Paper

1 Term

Winter and Summer Term

English