12.12.2015 - 00:00:00
Sat, Dec. 12 & 19, 2015: Workshop Introduction to International Business Negotiation
Workshop: Introduction to International Business Negotiation – In cooperation with our Alumni Organization AlFreDO –
Course Description and Objectives
From doing the dishes to company mergers – negotiating is something that we do every day and is highly important in business life. We negotiate which movie or bar to go to, how much a car should cost you, how much salary and days off we deserve. Negotiating is a fundamental skill for business and private life. How good are we at this? Even though we negotiate all the time, we spend few thoughts on the underlying processes and how to become better at it. In this introductory workshop, we will look at what research tells us about how to negotiate well. We will briefly introduce some fundamental frameworks on negotiation and then practice them in a number of group exercises. After the workshop, students will know key concepts of business negotiation and will know how to apply them to real life situations. Students will receive a number of tools such as frameworks and checklists to guide their first steps in business negotiations. A brief overview of literature on to more advanced topics is given as guidance to more complex issues that students may encounter.
Intended Audience & how to join
This class is for anyone interested in business negotiation, with a focus on students of Contemporary and Modern East Asian Studies.
To participate, please send a short email to firstname.lastname@example.org
None. Registered students from all levels (Bachelor, Master courses and beyond) are welcome, from all fields like East Asian studies or Business Administration.
Course Meeting Times
Two sessions à 90 minutes.
Proposal: Saturday, <<>December 12 & 19, 2015, 9:00–11:00.
Venue: Room SG 183, SG building, Geibelstr. 41
We will briefly introduce and then apply concepts from the following three core areas:
1. Negotiation fundamentals
– Approaches to dispute resolution & negotiation
– Negotiation strategies
– Preparing negotiations
– Complicating factors – multiple parties, cross-culture negotiation, cheating …
2. Best practices in negotiation
– Common mistakes to avoid
– Negotiating with implementation in mind
3. Application examples (e.g. salary negotiation, supplier negotiations, customer negotiations)
Dr. Roman Bartnik is a senior fellow at the IN-EAST School of Advanced Studies, where he conducts research on supplier-buyer negotiations and collaborative innovation in the automotive industry. Before re-joining the IN-EAST, holding a doctoral degree from UDE, he worked as a manager in the automotive sector and as project manager in the software industry, where he has led and joined many business negotiations.
Grading and Expectations
There will be no grading, but successful participants will receive a certificate from the Chair.
- Lewicki, Roy J.; Saunders, David M.; Barry, Bruce (2010): Negotiation. Readings, exercises, and cases. 6th edition. New York: McGraw-Hill Irwin.
- Lewicki, Roy J.; Saunders, David M.; Barry, Bruce (2015): Negotiation. Seventh edition. New York: McGraw-Hill Irwin.
- Thompson, Leigh (2011): The Mind and Heart of the Negotiator. 5th edition. Upper Saddle River, New Jersey: Prentice Hall.