Negotiation Management

General

Code

MKT 613

Semester

Fall

Type

Compulsory Lecture

Hours/week

1

ECTS Credits

2

Assessment

Written assignment (Case Study homework - 100%)

Language

German

Contact

Opens internal link in current windowYuwon Kim, M. Sc. 

 

Lecture

Lecturer

Dr. Clemens Juettner and Guido Boetticher

Timetable

Friday, 22.09.2017 (2.00 pm - 6.00 pm), Room: L9 1-2, #210

Saturday, 23.09.2017 (9.00 am - 6.00 pm), Room: L9 1-2, #210

Registration

Please note that a registration in the portal is mandatory to attend the course. The course is restricted to 12 participants. All students who are not accepted can send their CVs to Opens internal link in current windowYuwon Kim, M.Sc.

In case of free spaces, we will select altenates based on all sent in CVs.

Kick Off Date

22.09.2017

Written Assignment

Case studies will be assigned at the end of the course for individual elaboration. Based on the gained knowledge, a written assignment of a practical negotiation case needs to be prepared as homework (5-7 pages, Deadline: 06.10.2017).

 

Additional Information

Short Description

Dr. Clemens Juettner, Marketing Manager of purchase department at Sana Kliniken AG and Guido Boetticher, Vice President of Sales at VISUS Technology Transfer GmbH, will introduce negotiation strategies on the basis of real-world examples. The workshop addresses master students, who first will be familiarized with negotiation techniques and then are invited to practice these techniques by preparing and conducting their own negotiations in small groups. Based on the gained knowledge, a written assignment of a practical negotiation case needs to be prepared. 

Learning Outcomes

At the end of the course, students should be able to successfully prepare and conduct negotiations in the business world. 

Course Outline

1.  Introduction to negotiation techniques
2.  Preparing negotiations based on real-world examples
3.  Conducting negotiations based on real-world examples

Course Material

Course material will be available in the first lecture (22.09.2017).

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