After successful completion of the course, students are able to successfully apply basic knowledge of negotiation management in the realization of their projects by employing learned techniques and tactics.

This course teaches the basic principals of negotiation management.

Architects and artists design space. During the realization of a concrete project numerous different negotiation situations have to be handled: with clients, administration, neighbours all the way to the public.

Right from the early days of mankind people had to negotiate with each other – in verbal or non-verbal ways, using brute force or gentle bargaining tactics. Whereas in ancient Greece Socrates was regarded as a brilliant rhetoric and the inventor of the dialectic method of inquiry (also referred to as the Socratic Method), modern managers rely on the toolkit and system of the Harvard Negotiation Project (“Getting to a Yes!”) or make use of communication techniques like Neuro-linguistic programming (NLP – a mixture of communication and psychotherapy developed in the 1970s) to succeed in negotiations. Whatever instrument, toolkit, strategy or tactics individual negotiators rely to is highly shaped by their individual preferences and the negotiation situation.

There are no universal rules on how to negotiate! So in class you will get to know and explore the different approaches and perspectives with the aim to equip you with the relevant skills to understand any negotiation as a challenging but enjoyable experience.

Lecture, simulation

The course will be held in English and is limited to 25 participants.

Written documentation, active participation