In the practical part, students apply the theoretical knowledge acquired. The case-study based simulations are held one-on-one or two-on-two. All negotiations are recorded and students will receive - and be asked to give - in-depth feedback.
LV-Leiter/in | ao.Univ.Prof. Dr. Alexander Beer, Dr. Andreas Enzminger |
Planpunkte Master | Kurs - Verhandeln in fremdsprachlicher Wirtschaftskommunikation - Englisch |
Semesterstunden | 2 |
Unterrichtssprache | Englisch |
Termine | ||||
Fr, | 22.03.2024 | 09:00-11:30 Uhr | D2.0.392 (Lageplan) | |
Fr, | 12.04.2024 | 09:00-14:00 Uhr | D2.0.374 (Lageplan) | |
Fr, | 19.04.2024 | 09:00-14:00 Uhr | D2.0.374 (Lageplan) | |
Fr, | 26.04.2024 | 09:00-14:00 Uhr | D2.0.326 (Lageplan) | |
Fr, | 26.04.2024 | 09:30-13:00 Uhr | D2.0.384 (Lageplan) | |
Fr, | 26.04.2024 | 09:30-13:00 Uhr | D2.0.316 (Lageplan) | |
Fr, | 26.04.2024 | 09:30-13:00 Uhr | D2.0.318 (Lageplan) | |
Fr, | 26.04.2024 | 09:30-12:00 Uhr | D2.0.334 Teacher Training Lab (Lageplan) | |
Fr, | 03.05.2024 | 09:00-14:00 Uhr | D2.0.374 (Lageplan) | |
Fr, | 03.05.2024 | 09:30-13:00 Uhr | D2.0.382 (Lageplan) | |
Termindownload (ical) | Termine abonnieren |
Weitere Informationen | https://learn.wu.ac.at/vvz/24s/4887 |
Kontakt: | ||
alexander.beer@wu.ac.at | ||
Inhalte der LV: | ||
The theoretical part focuses on the structure of a negotiation, the language devices that can be used to direct a negotiation in the desired direction (questioning techniques, persuading, handling break-downs etc.) as well as on strategies which are commonly employed in negotiations e.g. good cop-bad cop, slice the salami. |
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Lernergebnisse (Learning Outcomes): | ||
After completing this course, students will have increased their awareness of the key strategic role that language and communication play in business negotiations and better understand the mechanisms underlying the linguistic techniques employed in negotiations. On the basis of study-related simulations students learn to apply strategic language (phrases and terminology) effectively by progressing from handling negotiations focusing on one issue only to complex ones. Students will have improved their negotiation skills after analysis of video recordings made throughout the course. By evaluating one of their fellow students' negotiations they are provided with the opportunity to reflect on the various aspects playing an important role and discussing those in class. Students will have reached the level C1 according to the Common European Framework . |
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Regelung zur Anwesenheit: | ||
In general, students are required to attend all classes; one absence will be tolerated, but the instructor should ideally be informed in advance to make any necessary arrangements. If classes have to be moved online, specific procedures will be communicated in time. Sessions will partly be covered in live MS Teams meetings within the times originally scheduled and partly be moved to tasks to be completed at your own schedule. |
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Lehr-/Lerndesign: | ||
If classes are held in person: theoretical input as well as exercises on language and strategy will be covered in class, with students applying this input in subsequent role plays. If held online: The first session will be held at the time originally scheduled (with mandatory attendance in that class). The remaining sessions will be held partly in live online classes, partly moved to asynchronous sessions. Practical skills part: case-studies based role-plays and simulations (to be recorded by themselves); written in-detail feedback provided by lecturer to each group |
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Leistung(en) für eine Beurteilung: | ||
Attendance of all sessions is required (formal records of attendance will be kept). - overall performance in various roleplays throughout the course (60%) - written assessment/evaluation of another group's negotiation (20%) - final exam (20%) |
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Teilnahmevoraussetzung(en): | ||
Positive completion of “Introduction to Management” |
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