Credits: 3

Schedule: 11.03.2020 - 01.04.2020

Teacher in charge (valid 01.08.2018-31.07.2020): 

Michael Baker

Teaching Period (valid 01.08.2018-31.07.2020): 

IV & V (spring 2019). 4-week course.
IV & V (spring 2020). 4-week course.

Learning Outcomes (valid 01.08.2018-31.07.2020): 

By the end of the course, students will be able to:
1.    analyse negotiation situations and take a systematic approach to planning and participating in a negotiation
2.    negotiate more effectively by selecting and employing relevant strategies and tactics

Content (valid 01.08.2018-31.07.2020): 

As managers we negotiate every day both internally, with fellow managers, team members and employees, and externally, with a variety of stakeholders including customers, partners and suppliers. To be effective negotiators, we need to possess the necessary analytical skills to effectively prepare for a negotiation, as well as the essential negotiation skills to persuade others to accept and implement our ideas. The aim of this intensive course is to help students understand the theory and processes of negotiation and to develop the practical skills necessary to negotiate successfully in a variety of contexts. The course will provide students with a toolkit of useful negotiation approaches, strategies and skills based on the interest-based Principled or Mutual Gains Approach to negotiation, and give students the opportunity to develop skills experientially through numerous negotiation exercises and simulations.

Assessment Methods and Criteria (valid 01.08.2018-31.07.2020): 

90% assignments
10% class contribution

Elaboration of the evaluation criteria and methods, and acquainting students with the evaluation (applies in this implementation): 

The course has 4 assignments and other required ungraded work.


 Theory presentation (group)



 The psychology of negotiation (individual)



 Position paper for final negotiation (group)



 Analysis of final negotiation (indivdual)



 Preparedness for class; contribution to group activities


To pass the course all assignments must be completed by the given
deadlines. The due date for each assignment is clearly stated on the
respective submission box. Please upload the final versions of each of
your assigments (pdf) by the given deadlines.

Grading criteria:
Assignments are assessed using preformulated rubrics on a scale of 0-5.
EBC grading criteria: 4.5 and above is a 5; 3.5-4.49 range is a 4;
2,5-3,49 range is a 3.  Please take a look at these grading criteria (in
submission boxes) before you start work on the given assignment, and
also before you submit your assignment.

Extra assignments not possible: Students are not able to re-do assignments, or do extra assignments to improve grades.  
Class contribution
is a highly practical and experiential course so attendance is

Workload (valid 01.08.2018-31.07.2020): 

Contact teaching 18h
Independent work 62h
Total 80h (3 ECTS)

Study Material (valid 01.08.2018-31.07.2020): 

All materials provided on MyCourses.

Substitutes for Courses (valid 01.08.2018-31.07.2020): 

Replaces course 75E25000 Business Negotiations

Grading Scale (valid 01.08.2018-31.07.2020): 


Registration for Courses (valid 01.08.2018-31.07.2020): 

Via WebOodi

Further Information (valid 01.08.2018-31.07.2020): 

Mandatory attendance. Short mandatory pre-work: must be completed before the first class. Max 30 students/group.


Registration and further information