Course Details
Country:
Germany
Institution:
Goethe - University Frankfurt
Course Title:
Effective Negotiations: From Theory to Practice
Course Number:
Course Description:
This course aims to achieve an in-depth understanding of how effective negotiations take place. It consists of several parts: basic principles of negotiations and the process of negotiation including sound preparation, planning and organization of the process phases. Based on these foundations, different methods and techniques for leading effective negotiations will be discussed. E.g., we will discuss the negotiation approach via Email or video-conferencing and the didactical challenges accompanied by it. We will discuss the integrative negotiation approach know a the Harvard-method and the “I-will-win”-principle by Schranner. Besides some social-psychological aspects, a focus will be put on rhetoric means and practical cases and discussions. To conclude, we will look at models to analyze negotiation situations as well as the handling of emotions and difficult negotiation situations.
Language:
English
Approved Equivalent:
CONF 397
Attachment Files:
