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.

2021W, VU, 2.0h, 3.0EC, to be held in blocked form


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

Learning outcomes

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

  • 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
  • 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).

Teaching methods

  • experience baced learning approach
  • role plays
  • 1:1 negotiations
  • 2:2 negotiation
  • group negotiation
  • group exercises

Mode of examination


Additional information






Examination modalities

  • mandatory participation on all three days
  • cooperation and collaboration
  • written elaboration of a negotiation case - within two weeks after course


DayTimeDateRoomMode of examinationApplication timeApplication modeExam
Wed - 08.02.2023assessedno application-Prüfung Gruppe G
Fri - 17.02.2023assessedno application-Prüfung Gruppe P

Group dates

Gruppe G online09:00 - 18:0021.02.2022 - 23.02.2022 Link wird zeitgerecht bekannt gegebenGruppe G online
Gruppe P online09:00 - 18:0012.01.2022 - 14.01.2022 OnlineGruppe P online

Course registration

Use Group Registration to register.

Group Registration

GroupRegistration FromTo
Gruppe G online21.01.2022 08:0020.02.2022 18:00
Gruppe P online12.12.2021 08:0011.01.2022 18:00



Fisher, Roger; Ury, William; Patton, Bruce: "Getting to Yes" Penguin Books (3. Mai 2011)

Previous knowledge



  • Attendance Required!