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

Degree programme: Bachelor International Business Part-time
Type of degree: FH Bachelor´s Degree Programme
Summer Semester 2022

Course unit title Negotiation Skills
Course unit code 025007045002
Language of instruction English
Type of course unit (compulsory, optional) Elective
Semester when the course unit is delivered Summer Semester 2022
Teaching hours per week 1
Year of study 2022
Number of ECTS credits allocated First Cycle (Bachelor)
Number of ECTS credits allocated 2
Name of lecturer(s) Peter KESTING

Prerequisites and co-requisites


Course content

The design of negotiations with regard to organisational objectives is part of the -key qualifications- and is, in addition to budgeting and leadership, a central competence of executives. The course unfolded possibilities of effective negotiation. Individual topics: Communication foundations Vocabulary of body language Negotiation processes Harvard concept Basics of negotiation tactics Avoidable mistakes

Learning outcomes

Knowledge - Students can describe significant verbal and nonverbal aspects of interpersonal communication. Comprehension - Students are able to discuss the opportunities and risks of individual phases of the negotiation process. Application - Students are able to critically plan the elements of the Harvard concept. Analysis - Students are able to analyse the design of negotiation processes. Synthesis - Students are able to design practical foundations of negotiating tactics. Evaluating - Students are able to evaluate the opportunities and risks of individual phases of the negotiation process.

Planned learning activities and teaching methods

Theoretical input, individual and group exercises, presentations, discussion and reflection

Assessment methods and criteria

Conceptual paper, written individually at the end of the course



Recommended or required reading

Schranner, Matthias (2008): Der Verhandlungsführer: Strategien und Taktiken, die zum Erfolg führen, 4. Aufl. München: DTV. Porter, Michael E.; Bower Joseph L. (2010): Besser Verhandeln. Das Trainingsbuch. Offenbach: GABAL. 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.

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

Face-to-face instruction with mandatory attendance