Negotiation Management

This course is part of the July Undergraduate Program of the International Summer University 2023 at WU (ISU WU).

Course leader

Dr. Iris Kollinger

Target group

Undergraduate

Course aim

This class provides participants with in-depth knowledge on negotiation management and offers
the chance to apply this knowledge immediately in various exercises. A very practical and hands-
on approach is an essential characteristic of this lecture so that students will be able to transfer
their learnings immediately in daily business affairs but also in a professional context such as
recruitment settings, salary negotiations and performance appraisals.
Students will gain a general understanding of the fundamental building blocks of negotiations by
learning e.g. how to prepare properly for a negotiation, how to analyse a negotiation setting and
how to develop an appropriate negotiation tactic.
In addition, particular emphasis will be placed on different special aspects of negotiation
management, such as the impact of culture and gender on negotiation management or negotiations
in an international context.