330.131 International Negotiations
This course is in all assigned curricula part of the STEOP.
This course is in at least 1 assigned curriculum part of the STEOP.

2019W, VU, 2.0h, 3.0EC


  • Semester hours: 2.0
  • Credits: 3.0
  • Type: VU Lecture and Exercise

Learning outcomes

After successful completion of the course, students are able to...

  • find appropiate solutions to conflicts
  • use specific methods to reduce conflict and come up with problem-solving approaches
  • prepare, conduct and mediate negotiations between multiple parties
  • identify hidden issues and plan steps to mitigate them

Subject of course

This course is designed for students who expect to perform managerial functions in their future careers. Its key objective is to equip students with the knowledge and basic skills required to conduct, manage and analyze negotiation processes. It is based on the following premise: Everybody negotiates but managers and professionals should know how to manage conflict and how to negotiate effectively.

Teaching methods

  • Lectures
  • Negotiations during lectures
  • Online negotiation simulation
  • Reflection
  • Roleplay and Teamwork collaboration in a negotiation setting
  • Discussion of case studies
  • Reading assignments
  • Case preparation

Mode of examination


Additional information

Participation in the preliminary meeting on October 8, 2019 is mandatory for full class registration!

Please register yourself over TISS for this course. The final grade will base on several assignments and negotiations during the semester and a final exam at the end of the course.

The (only) final exam will take place on January 14, 2020.



Course dates

Tue12:00 - 14:0008.10.2019Bombardier Hörsaal International Negotiations - Preliminary Meeting
Tue09:00 - 13:3022.10.2019Seminarraum 212-232 International Negotiations - Unit 1
Tue12:30 - 17:0029.10.2019Seminarraum 212-232 International Negotiations - Unit 2
Tue10:30 - 17:0005.11.2019Seminarraum 212-232 International Negotiations - Unit 3
Tue10:30 - 17:0012.11.2019Seminarraum 212-232 International Negotiations - Unit 4 Extended
Tue12:00 - 17:0003.12.2019Seminarraum 212-232 International Negotiations - Unit 5 Extended
Tue12:30 - 17:0010.12.2019Seminarraum 212-232 International Negotiations - Unit 6
Tue12:00 - 19:0017.12.2019Seminarraum Lehar 02 International Negotiations - The Diplomacy Game
Tue12:00 - 19:0017.12.2019Seminarraum Lehar 03 International Negotiations - The Diplomacy Game
Tue12:00 - 19:0017.12.2019Seminarraum Lehar 01 International Negotiations- Diplomacy Game
Tue15:00 - 17:0007.01.2020Seminarraum 212-232 International Negotiations - Exam Prep

Examination modalities

  • Attendance and active participation in class
  • Participation and performance during an online simulation
  • Writing of a negotiation case
  • Attendance and performance evaluation of a high-level negotiation
  • Theoretical exam (multiple choice)


DayTimeDateRoomMode of examinationApplication timeApplication modeExam
Tue15:00 - 17:0014.01.2020GM 5 Praktikum HS writtenno application-International Negotiations - Final Exam

Course registration

Begin End Deregistration end
23.09.2019 09:00 08.10.2019 12:00 28.11.2019 23:55



No lecture notes are available.


  • Attendance Required!