352.031 Getting agreement in 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.

2019S, VU, 2.0h, 3.0EC, to be held in blocked form


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

Aim of course

Participants will work on the following topics:

  • Tools for a structured and systematic approach to negotiation
  • principled negotiation techniques using the 4 Harvard Principles
    • separating the people from the problem
    • clarifying interests
    • developing options
    • using accepted criteria,
  • tools for preparing a negotiation,
  • analysing and understanding communication dynamics,
  • working on options and interests by asking the right questions HELP!!!!!
  • working on the Best Alternative to Negotiated Agreement
  • developing a Negotiation Strategy on a personal business case

Subject of course

Negotiating will be simulated in roll play situations. Negotiating will be done simultaneously in diverse situations such as 1:1, 2:2 etc. Each negotiation will be followed by analyses and planning for the next round of negotiations. Due to the fact that the same task is performed simultaneously by different groups it is possible to work out, how different results have come about. The seminar is based on the book Getting to Yes by R. Fisher, W. Ury und B. Patton (Campus Verlag 2001).

Additional information

Da der Andrang zu dieser Lehrveranstaltung sehr groß ist, werden Studierende, die sich nicht rechtzeitig abmelden und/oder nicht pünktlich erscheinen, in den kommenden Semestern nur nach Maßgabe vorhandener Plätze berücksichtigt.





Examination modalities

Zusammensetzung der Note:

  • verpflichtende Teilnahme an allen Tagen
  • Mitarbeit
  • schriftliche Ausarbeitung eines Verhandlungsfalles - abzugeben innerhalb von 14 Tagen nach der LVA


DayTimeDateRoomMode of examinationApplication timeApplication modeExam
Wed - 17.07.2024assessedno application-Prüfung Gruppe P
Wed - 24.07.2024assessedno application-Prüfung Gruppe G

Group dates

Gruppe G09:00 - 18:0003.07.2019 - 05.07.2019Seminarraum 121 352.031 VU Getting agreement in negotiations - Gruppe G
Gruppe P09:00 - 18:0017.07.2019 - 19.07.2019Seminarraum 121 352.031 VU Getting agreement in negotiations - Gruppe P

Course registration

Use Group Registration to register.

Group Registration

GroupRegistration FromTo
Gruppe G03.06.2019 08:0001.07.2019 23:59
Gruppe P03.06.2019 08:0015.07.2019 23:59



Fisher, Roger; Ury, William; Patton, Bruce: "Das Harvard-Konzept" Campus-Verlag 2009.

Previous knowledge



  • Attendance Required!