Information on individual educational components (ECTS-Course descriptions) per semester

Negotiation Techniques

Degree programme International Business Administration
Subject area Business and Management
Type of degree Bachelor
Summer Semester 2024
Course unit title Negotiation Techniques
Course unit code 025008042217
Language of instruction English
Type of course unit (compulsory, optional) Elective
Teaching hours per week 2
Year of study 2024
Level of the course / module according to the curriculum
Number of ECTS credits allocated 3
Name of lecturer(s) Peter KESTING, Dragos-Cristian VASILESCU
Requirements and Prerequisites


Course content
  • Communicative basics
  • Body language vocabulary
  • Negotiation processes
  • Harvard concept
  • Basics of negotiation tactics
  • Avoidable mistakes
  • Role plays and case exercises
Learning outcomes

The organisation of negotiations in line with organisational goals is one of the so-called key qualifications and a central competence of managers and young entrepreneurs. The course develops possibilities of effective negotiation.

The students can reproduce essential verbal and non-verbal aspects of interpersonal communication. They can discuss the opportunities and dangers of individual phases of the negotiation process.

The students can critically plan the elements of the Harvard concept and analyse the design of negotiation processes. They can draft and pre-plan practical basics of negotiation tactics. Students can evaluate the opportunities and risks of individual phases of the negotiation process.

Role plays and observations accompanied by reflection phases are used to practise and further develop what has been learned.

Planned learning activities and teaching methods

Interactive course with lecture, case studies, exercises in individual and group work, presentations and homework.

Assessment methods and criteria

Pre-assignment, participation during the seminar in the form of contributions and short presentations (individual or group assignments), post-assignment, individual weighting as determined by the instructors, announcement at the beginning of the semester



Recommended or required reading

Fischer, Roger; Ury, William; Patton, Bruce (2011): Getting to Yes! Negotiating agreement without giving in. New York: Penguin Group.

Fischer, Roger; Ury, William/Patton, Bruce (2004): Das Harvard-Konzept. Der Klassiker der Verhandlungstechnik, 22. durchges. Aufl. Frankfurt/New York: CAMPUS.

Nasher, Jack (2013): Deal. Du gibst mir, was ich will. Frankfurt/New York: CAMPUS.

Porter, Michael E.; Bower Joseph L. (2010): Besser Verhandeln. Das Trainingsbuch. Offenbach: GABAL.

Schranner, Matthias (2008): Der Verhandlungsführer: Strategien und Taktiken, die zum Erfolg führen, 4. Aufl. München: DTV.

Mode of delivery (face-to-face, distance learning)

Classes with compulsory attendance