[ 973ISICNESS19 ] SE Negotiation Skills

Workload Education level Study areas Responsible person Hours per week Coordinating university
2 ECTS M1 - Master's programme 1. year Business Administration Claudio Biscaro 2 hpw Johannes Kepler University Linz
Detailed information
Pre-requisites Zulassung zum Masterstudium
Original study plan Master's programme Management 2023W
Objectives This Master Seminar is designed to develop in participants a greater understanding of negotiation theory and practice. Students are going to improve their negotiation skills (like essential questioning and listening skills) as well as their framework of preparation for negotiations. To achieve this, we are going to cover a broad range of negotiation issues, strategies (distributive and competitive bargaining), construction of realities and types of negotiators.

Learning outcomes

On successful completion of this course, the students will be able to:

  • LO1: Understand and analyze their personality as a negotiator and apply matching negotiations strategies and bargaining tactics. [self management, problem solving and reflection skills]
  • LO2: Differentiate various negotiation and communication theories as well as skills to have them ready for application in real life situations. [relevant theory]
  • LO3: Demonstrate analytical skills to reflect on ethics and the role of honesty in negotiations. [ethics and responsibility]
  • LO4: Through the final negotiations and the interactions with an expert coming from managerial practice on day 3 of the course students will have applied their knowledge on a real world negotiation situation. [interactions with companies]
Subject 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), business 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.

In class we are going to proceed from simple negotiations that highly reflect student’s life (like “Getting into a class that is full”) to more complex multi-dimension negotiations with a broad range of parties and interests.

The final large scale negotiation on day 3 will be co-taught together with an expert in Austrian politics.

Criteria for evaluation Active participation in class and written contributions (preparation paper for final negotiation; individual final assignment) will be graded - Details will be announced in class.

LO 1 – 4: active participation and written assignments

Methods The interactive course introduces basics through discussions, lectures experience-based learning; on the last day students will have to prepare for a large negotiation situation (depending on the field of practice of experienced co-lecturer, that changes each year) and experience a one-day negotiation.

In addition to self-directed learning, the teaching and learning methods include formal lecture and tutorial, use of case studies and seminar exercises.

  • 8 hrs x 3 lectures/seminars
  • 10 hrs assessment preparation / revision
  • 20 hrs independent study
Language English
Study material Fisher, Ury (2012); Getting to Yes - Negotiating an agreement without giving in

Berkel (2021); Learning to Negotiate, Cambridge Univ Press

Plato; Apology

(Other materials can be retrieved from Moodle and/or will be announced in class.)

Changing subject? No
Further information For quality assurance and improvement purposes, please participate in all JKU course evaluations and surveys!
Earlier variants They also cover the requirements of the curriculum (from - to)
973IPSKNESS10: SE Master Seminar Negotiation Skills (2010W-2019S)
On-site course
Maximum number of participants 25
Assignment procedure Assignment according to priority