Negotiation (DLBNEGE)

Module Title: Negotiation

Module No.:


Semester / Term:



1 Semester

Module Type(s):


Regularly offered in:


Workload: 300 h

Credit Points: 10

Admission Requirements:


Language of Instruction:


Contributing Courses to Module:


Self-study: 220 h
Self-examination: 40 h
Tutorials: 40 h

Course Coordinator(s) / Tutor(s):

Please see the current list of tutors in the Learning Management System.

Module Director:

References to Other Programs:

• BA Betriebswirtschaftslehre
• BA Marketing
• BA Personalmanagement
• BA Finanzmanagement
• BA Gesundheitsmanagement
• LLB Wirtschaftsrecht

References to Other Modules in the Program:

• Unternehmensführung
• Personalwesen
• Wirtschaftspsychologie

Qualification and Educational Objectives of the Module:

Negotiation, in a nutshell, is the interpersonal decision making process by which resources are distributed or conflicts resolved. Whether on the job, in the market place, or with family and friends, people negotiate all the time.

Understanding negotiation and how it is done successfully is especially important for graduates of this program. The depth and breadth of globalization, the ever-increasing importance of interdisciplinarity, and the steady intensification of competition all make effective (and successful) negotiation more and more challenging.

This module draws on empirical insight gained by the wide range of academic disciplines investigating negotiation: social psychology, behavioral economics, and legal and management studies. The module provides students with a thorough understanding of negotiation and how to negotiate. The conceptual insights are illustrated by current real-world negotiation examples from a broad array of contexts.

Course Content of the Module:

A) Negotiation I:
• The Significance and Nature of Negotiation
• Transaction Setup
• Rationality
• The Distribution of Value
• Distributive Negotiation Tactics

B) Negotiation II:
• The Creation of Value
• Value-Creation Negotiation Tactics
• General Negotiation Tactics
• The Negotiator’s Dilemma
• Culture and Negotiation

Teaching Methods:

See the contributing course outline(s)


See the contributing course outline(s)

Percentage of the Module Grade Relative to the Final Grade for the Program:


Prerequisites to Qualify for Assessment:


See the contributing course outline(s)

DLBNEGE01: Written assessment: Written assignment (50%)

DLBNEGE02: Written assessment: Written assignment (50%)