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Vorlesungsverzeichnis >> Rechts- und Wirtschaftswissenschaftliche Fakultät (RW) >>
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Ma-Sem: Negotiation Skills based on the Zurich Negotiating Model®- Dozentinnen/Dozenten
- Michael Bullinger, Prof. Gian Luca Gardini, Ph.D.
- Angaben
- Seminar
2 SWS, Anwesenheitspflicht, ECTS-Studium, ECTS-Credits: 5, Sprache Englisch, for MIBS-Students only!
Zeit und Ort: Einzeltermine am 7.12.2018, 8.12.2018 9:00 - 18:00, FG 3.023 (15 Plätze); Bemerkung zu Zeit und Ort: Blockseminar, bitte Termine beachten!
- Voraussetzungen / Organisatorisches
- FORMAT: A diverse mix of role-play, tutorials, exercises, discussions and case studies ensures that all attendees can participate actively in the seminar.
CONTENT: The Zurich Negotiating Model® / ZNM is based on the principles of the common Win-Win-Philosophy, which focusses on substance and relationship. The ZNM broadens this scope to include personality and values. Only in the combination of these four elements is the key for a sustainable success. As a comprehensive model for orientation and action in the negotiating process, as well as a tool for reflection and analysis during preparation or follow-up, the Zurich Negotiating Model® offers fresh options for a specific approach to overcoming resistance during difficult negotiations.
The participants learn a repertoire of skills for the methodical preparation, conduct and review of negotiations and have opportunities to engage in active training, with the option of basing this on situations they have experienced themselves.
- Inhalt
- We cannot not negotiate - if we like it or not, we have to negotiate. As soon as we need the agreement of somebody in order to reach our own goal, we have to negotiate. The question is, how we can influence the negotiating process towards a seolution which satisfies my interests as well as those of my counterpart. Especially in long-lasting relatipnships it is important to achieve a sustained Win-Win-Solution based on commonly shared values. Only then will both parties stock to the agreement and are willing to continue a good relationship with the other side.
The guest lecturer, Michael Bullinger, is the founder and owner of the Institut für Verhandlungsprozesse Zürich (IVPZ) (Institute for Negotiation Processes Zurich).
- ECTS-Informationen:
- Credits: 5
- Zusätzliche Informationen
- Erwartete Teilnehmerzahl: 15, Maximale Teilnehmerzahl: 15
www: https://www.awro.rw.fau.de/
Für diese Lehrveranstaltung ist eine Anmeldung erforderlich.
Die Anmeldung erfolgt von Montag, 17.9.2018, 0:00 Uhr bis Freitag, 7.12.2018, 23:59 Uhr über: StudOn.
- Institution: Lehrstuhl für International Business and Society Relations mit Schwerpunkt Lateinamerika
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