Conduct of Negotiations
- Faculty
Faculty of Business Management and Social Sciences
- Version
Version 7.0 of 06/15/2022
- Code of Module
22B1422
- Modulename (german)
Verhandlungsführung (dual)
- Study Programmes
Betriebswirtschaft (dual) - WiSo (B.A.)
- Level of Module
2
- Responsible of the Module
Stegmaier, Ralf
- Lecturer(s)
- Kanning, Uwe
- Genkova Petkova, Petia
- Kühn, Stephan
- Riecken, Andrea
- Stegmaier, Ralf
- Wiedebusch-Quante, Silvia
- Zöller, Henrik
- Credits
5
- Concept of Study and Teaching
Workload Dozentengebunden Std. Workload Lehrtyp 36 Vorlesungen Workload Dozentenungebunden Std. Workload Lehrtyp 52 Veranstaltungsvor-/-nachbereitung 37 Prüfungsvorbereitung
- Recommended Reading
Bazerman, M. H. & Moore, D. (2009). Judgment in managerial decision making. New York: Wiley.
Behrmann, M. (2013). Verhandeln und Überzeugen. Göttingen: Hogrefe.
Lewicki, R. J., Barry, B. & Saunders, D. M. (2007). Essentials of negotiation. London: McGraw-Hill.
Tries, J. & Reinhardt, R. (2008). Konflikt- und Verhandlungsmanagement. Heidelberg: Springer.
Voeth, M. & Herbst, U. (2009). Verhandlungsmanagement. Stuttgart: Schäffer-Poeschel.
- Graded Exam
- Two-Hour Written Examination
- Homework / Assignment
- Project Report, written
- Duration
1 Term
- Module Frequency
Only Winter Term
- Language of Instruction
German