Course: Verhandlungsmanagement (5701-451)

Persons:

• Prof. Dr. Markus Voeth (verantwortlich)

Type of Course:

lecture with exercise

In-Class Hours Per Week:

3

Contents:

Negotiations play an important role in many business areas. More and more negotiations are considered to be a crucial area of activity at management level as well. In this respect it is not only necessary to help employees during a specific negotiation but also to take negotiation preparation, - organisation and - controlling into account which constitute further aspects of a structured negotiation management. In the context of this course relevant aspects that have to be taken into account before, during and after negotiations are analysed and discussed thoroughly.

Literature:

Voeth, M. / Herbst, U. (2009): Verhandlungsmanagement: Planung, Steuerung und Analyse, Stuttgart.

Backhaus et al. (2010): Allgemeine Betriebswirtschaftslehre - Koordination betrieblicher Entscheidungen: Die Fallstudie Peter Pollmann, 4. Auflage, Berlin/Heidelberg.

Ergänzende Lektüre wird im Rahmen der Veranstaltung bekannt gegeben.

Location:

Hohenheim

Module:

• 5701-450 Negotiation Management (compulsory)