Please note! Course description is confirmed for two academic years (1.8.2018-31.7.2020), which means that in general, e.g. Learning outcomes, assessment methods and key content stays unchanged. However, via course syllabus, it is possible to specify or change the course execution in each realization of the course, such as how the contact sessions are organized, assessment methods weighted or materials used.


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

Credits: 3

Schedule: 20.01.2021 - 10.02.2021

Teacher in charge (valid 01.08.2020-31.07.2022): Michael Baker

Teacher in charge (applies in this implementation): Michael Baker

Contact information for the course (applies in this implementation):

CEFR level (applies in this implementation):

Language of instruction and studies (valid 01.08.2020-31.07.2022):

Teaching language: English

Languages of study attainment: English


  • Valid 01.08.2020-31.07.2022:

    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 01.08.2020-31.07.2022:

    90% assignments
    10% class contribution

  • Valid 01.08.2020-31.07.2022:

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


Study Material
  • Valid 01.08.2020-31.07.2022:

    All materials provided on MyCourses.

Substitutes for Courses
  • Valid 01.08.2020-31.07.2022:

    Replaces course 75E25000 Business Negotiations



Registration and further information