The Art & Science of Negotiations

The World Economic Forum established negotiation as one of the ten most important skills to have (WEC, 2016). Everybody negotiates; however, managers and professionals should know how to manage conflict and how to negotiate effectively.

The topic of the course include, amongst others:
1. Planning for and debriefing a negotiation
2. Creating value and crafting mutually beneficial agreements
3. Using and countering claiming value tactics
4. The right strategy at the right time: Balancing creating and claiming value tactics
5. Thinking in utilities: Bundling offers and making concessions
6. Exchanging information: Asking the right questions and providing the right
information
7. Effective Communication: The language of creating and claiming value

Course leader

GRIESSMAIR Michele, Vienna University, Austria

Target group

Bachelor students

Course aim

The aim of this course is to give students the opportunity to improve their practical negotiation skills and learn experientially. Students will engage in a series of role-playing exercises, experiments, and case studies that address a broad spectrum of negotiation problems. Upon completion of the course, students should be able to identify a variety of negotiation problems and be equipped with different approaches how to solve them,
including learning to evaluate the costs and benefits of alternative actions.

Credits info

6 EC
Participants can receive the following certificates:

- Certificate of Attendance: awarded after the summer school to all participants who have completed the three-week programme.
- Transcript of Records (with credits and grades): awarded only to participants who complete all course requirements and pass the final examination.

Fee info

EUR 650: Find more information on our website.

Scholarships

None.

Register for this course
on course website