EXPORT-ORIENTED MANAGEMENT - IMC Fachhochschule Krems

Individual and Group Negotiation
Semester Hours per week ECTS
Fall 1 2
Learning Outcomes / Course Objectives
Upon completion of the course the student will be able to:
• explain the most important issues in conversation techniques
• explain the differences between one-on-one conversations and group discussions
• plan, carry out and analyse of discussions and negotiations
• understand & analyse the concept, the specifics and the components of the
process of negotiations, especially in business environments
• define and tackle prime issues in business negotiations
• choose, apply and defend adequate negotiation techniques
• evaluate consequences of negotiation techniques applied for assumed or set
business targets
• critically evaluate and defend experience based negotiation cases
Prerequisites/Level
None
Course Description
The objective of this module is to provide students with an experience-based
understanding of the specifics of business negotiations, in individual as well as in group
set-ups and serve as a general introduction into and a solid conceptual basis for the
specifics of the international and intercultural business negotiations to follow in the 2nd
semester.
The module will start with the discussion of the negotiation process and its structure from
the point of view of general systems analysis and will go over to involving other points of
view like psychology, communication and game theory. The sub-elements, evoked in the
systems analysis, will then serve as background for further detailed taxonomy combined
with experience based discussion of practical usability and applicable techniques. Split
into small teams, students will be exposed to a negotiation game, set in an international
business context and intended to intensively exercise group negotiation capabilities of
the participants. Each of the students will also be assigned an individual task, aiming at
training their estimating and evaluating skills with regard to business negotiations.
The main topics of the course will include the following:
• Basis for discussion and negotiation
• Negotiation strategy‘s, implementation
• Integrative negotiation (Harvard concept)
• Successful Argumentation (development and action)
• Constructive handling with objection
• Tools for Analysis, preparation and guidance of negotiations
• The negotiation process (development and phases)
• Complex negotiations and more topic negotiations
• Negotiation in teams (roles, tactics, delegation)
• Negotiation tactics and how to (en)counter them
• Solution based negotiating techniques
• Handling of emotions during negotiations
• „How to break the deadlock―
• Instruments for negotiation leadership (question techniques etc.)
• Analysis and reflection of personal negotiating styles
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