Course: Advanced Negotiation Management (5801-411)

Persons:

• Prof. Dr. Mareike Schoop (verantwortlich)

Type of Course:

lecture with exercise

In-Class Hours Per Week:

3

Contents:

Interorganisational relationships are often based on negotiations between the partners. Therefore companies demand negotiation skills from their staff. This lecture introduces the appropriate knowledge and skills on a conceptual as well as on a practical level.
Starting with the supply chain the basics of negotiations between companies are acquired. Based on this, advanced aspects for analyzing, modeling, and performing negotiations are discussed while focusing on electronic negotiations with distributive and integrative models.
Evaluation methods and approaches for measuring the performance are analyzed and their application in different contexts are discussed.
During the case study students negotiate with mostly international partners on real business cases. Afterwards the negotiations are analyzed and evaluated to esp. show learning effects.

Literature:

Bichler, M., Kersten, G., Strecker, S.: "Towards a Structured Design of Electronic Negotiations" in: Group Decision and Negotiation, 12 (2003) 4, pp. 311-335., 2003.

Kersten, G.E., Noronha, S.J., "WWW-based negotiation support: design, implementation and use", Decision Support Systems, 1999, vol. 25, p. 135-154.

Schoop, M., Jertila, A., List, T., "Negoisst: A Negotiation Support System for Electronic Business-to-Business Negotiations in E-Commerce", Data and Knowledge Engineering, vol. 47 no. 3, 2003, p. 371-401.

Location:

Hohenheim

Remarks:

The lecture is held in English.

Module:

• 5801-410 Interorganizational Negotiations (compulsory)

eLearning:

Course in ILIAS