Negotiation and Work Culture
Component code / course code: IM-20.1
Semester: winter / summer
ECTS credits: 3
Lecture hours per week (SWS): 2
Lecturer: Prof. Dr. Heyser / Prof. Dr. Krause
Prerequisites:
To fully benefit from this course, students should possess a foundational understanding of business administration and organizational behavior. Prior exposure to concepts of leadership, team dynamics, and communication would be advantageous, enabling students to actively engage in discussions and apply theoretical concepts to practical scenarios. It is expected that students come prepared with an open mind and a willingness to explore diverse negotiation styles and work cultures from around the globe.
Qualification objectives:
Upon completion of this course, students will be able to:
- Understand and apply various negotiation techniques in a multitude of business settings, tailoring their approach to different cultural contexts.
- Critically analyze the impact of organizational culture on work practices, employee behavior, and overall business performance.
- Develop practical strategies for managing and resolving conflicts within teams and across departments, enhancing collaborative efforts and organizational cohesion.
- Gain insights into the dynamics of global work cultures, preparing them for effective cross-cultural communication and leadership in international business environments
Course contents:
The course is designed to cover a wide range of topics related to negotiation tactics and the intricacies of work culture, including:
- An overview of negotiation theories and models, emphasizing the psychological aspects of negotiating and decision-making processes.
- Exploration of cultural dimensions and how they influence negotiation strategies and outcomes, drawing on examples from different countries and business contexts.
- Practical negotiation simulations and role-play exercises aimed at enhancing students’ negotiation skills and adaptability to various scenarios.
- Case studies on organizational culture, examining successful and dysfunctional work cultures, and strategies for cultural transformation.
- Discussion of ethical considerations in negotiations and the promotion of integrity and fairness in workplace interactions.
- Guest lectures and workshops
Teaching format (e.g. online/in person lecture/Seminar/Lab etc.): lecture materials, scripts and current literature will be determined by the lecturer/professor, taking into account current developments
Examination type: project work
