EXPORT-ORIENTED MANAGEMENT - IMC Fachhochschule Krems

� The four phases of negotiations
� Negotiation tools
� Conflict communication
These are some of the questions you will be confronted with during this personality
training workshop:
� What is important when negotiating?
� Why is the Harvard method so effective?
� Active listening – what is it good for?
� How can you create a win-win situation?
� What can you do to improve your communication skills?
� A friendly or tough approach? - that is the question
� When is it time to leave the bargaining table?
Finding the students very personal answers to these questions will be the goal for the
two exciting days ahead.
Literature
� Pease, A. and B. (2006): The Definitive Book of Body Language, B&T;
� Ariston; Love, R./Fraser, D. (2003): Set Your Voice Free, Little, Brown and
Company;
� Sheirer, J. (2002): Shut up and Speak!, Writers Club Press;
� Kennedy, J. L. (2008): Job Interviews for Dummies, Wiley Publishing Inc.;
� Kennedy, J. L. (2003): Resumes for Dummies, Wiley Publishing Inc.;
� Rothberg, St. J. (2002): The Last Job Search Guide You'll Ever Need. How to find
and Get the Job or Internship of Your Dreams!, Collegerecruiter;
� Fine, D. (2005): The Fine Art of Small Talk, Hyperion; Fisher,
� Ury, W. (2007): Getting past No: Negotiating your Way from Confrontation to
Cooperation, Bantam Books;
� Watkins, M. (2003): Negotiation, Harvard Business Essentials, Harvard Business
School Publishing Corporation;
� Brett, J. M. (2007): Negotiating Globally, John Wiley & Sons;
Evaluation
A reflection report needs to be handed in after the course. There will be no grades given
out for this workshop though, the parameters of success will be: active participation,
commitment, accurate preparation for the exercises, courage and the willingness to go
the extra mile.
Teaching Methods
These lectures on negotiating skills will be presented in an interactive manner, where
students will have the opportunity to use their own
experience and know-how and improve on it. Practical exercises, group discussions,
feedback sessions, role plays and case studies
together with a solid theoretical introduction by the instructor will be the cornerstones of
this workshop.
Russian III
Semester Hours per week Subject code ECTS
Fall 2 RUS 3
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