Negotiations

Degree programs: MSc Management, MSc Logistics & SCM

Negotiations as a key aspect can be elected as part of the managerial skills module. Within negotiations, we deal with influence; in particular, how to influence others to maximize your own interests. In the process, we also emphasize that self-centered strategies usually have to be adapted if they are to lead to sustainable negotiation results. We also discuss the various steps of professional negotiations, such as planning, meeting, concluding, and implementing. As part of this course, compulsory homework in the form of real negotiations outside of the classroom has to be delivered between sessions.

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