253.J76 Negotiation Skills
This course is in all assigned curricula part of the STEOP.
This course is in at least 1 assigned curriculum part of the STEOP.

2023S, SE, 2.0h, 3.0EC
Quinn ECTS survey


  • Semester hours: 2.0
  • Credits: 3.0
  • Type: SE Seminar
  • Format: Presence

Learning outcomes

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.

Subject of course

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.

We kindly ask you to deregister early enough (two days before end of registration) in case you are not able to join the course in order to allow other students from the waiting list to be part of the course. 

Teaching methods

Lecture, simulation

Mode of examination


Additional information

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

Please consider the plagiarism guidelines of TU Wien when writing your seminar paper: Directive concerning the handling of plagiarism (PDF)



Course dates

Thu09:00 - 18:0011.05.2023Seminarraum AE U1 - 6 Seminar
09:00 - 18:0012.05.2023 - 13.05.2023Projektraum 2 - Achtung! Werkraum, kein Seminarraum! Seminar
Negotiation Skills - Single appointments
Thu11.05.202309:00 - 18:00Seminarraum AE U1 - 6 Seminar
Fri12.05.202309:00 - 18:00Projektraum 2 - Achtung! Werkraum, kein Seminarraum! Seminar
Sat13.05.202309:00 - 18:00Projektraum 2 - Achtung! Werkraum, kein Seminarraum! Seminar

Examination modalities

Written and oral

Course registration

Begin End Deregistration end
23.02.2023 09:09 17.03.2023 23:59


Study CodeObligationSemesterPrecon.Info
033 243 Architecture Not specified
066 443 Architecture Not specified


No lecture notes are available.