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

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).

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.

Zusammensetzung der Note:

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

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

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