In today’s daily business excellent negotiation skills are a core requirement to be successful. While traditional negotiations aim at winning a negotiation without thinking about the future, sustainable negotiations invite to disrupt from old paradigms and to think about the future you are building. As you share a vision of future with the people you negotiate with, you strive to transform your relationships progressively and constantly with them to suit the needs of all negotiation parties and aim at a shared future. This makes it necessary to manage negotiations properly and to develop the skills required to participate effectively and professionally in a sustainable negotiation setting, such as e.g., appropriate communication and conflict management skills.

After completing this class participants will

•    be able to describe fundamental negotiation skills,
•    compare different approaches to the resolution of disputes and
•    develop effective sustainable negotiation strategies and tactics,
•    understand the Harvard Concept principles for effective negotiations and its impact on sustainable negotiation management
•    have developed, deepened and improved their knowledge of sustainable negotiating by intensive practice
•    have developed and improved effective negotiation skills
•    have sharpened their professional profile and
•    have improved their skills to work in culturally diverse teams, including communication and presentation skills
•    have gained practical insights and hands-on experience through dealing with real life negotiation examples and cases.

Negotiation management is an interactive class based on theoretical and practical insights; it integrates various teaching methods such as group work, theory lectures, case studies, discussions, presentations, peer reflections, supervision and similar methods, which are crucial for achieving the main learning objectives.

The class will provide students with a learning environment that allows for reflection on different issues regarding negotiation management from different perspectives, and will give them the chance to improve their technical and social competencies, particularly their communication and cooperation skills.

Substantial classroom discussion and participation are encouraged and expected.

Attendance and punctuality throughout the course are mandatory. Students are asked to show self-initiative, inform the lecturer about their situation promptly and clarify their compensation.

Prompt and close communication is expected and strongly appreciated – experience from former classes shows close communication and cooperation between lecture and students but also amongst students – instead of anonymous participation – have a positive impact on motivation, learning transfer and overall class satisfaction.

Only for incoming exchange students nominated and sent by one of WU´s partner universities.