MSL - Negotiation Strategies

Negotiation Strategies
Course Description
This interactive course is designed to provide students with the essential knowledge about negotiations in
varying contexts. Based on current theoretical insights and knowledge a solid foundation including applicable
negotiation strategies and useful communication tools will be provided. This course will have a special focus on
cross-cultural communication and negotiation techniques since this field gets more and more attention in daily
To use and improve students' skills in communication, reasoning and negotiating, different role plays with single
and multi-party negotiations will be integrated.
Target group: Master TUM-BWL, Master TUM-WIN, Master TUM-WITEC, Master MCA
Credit points: 4 SWS, 6 ECTS
Responsible: Prof. Dr. Alwine Mohnen
Dipl.-Kfm. Sven Asmus, MBA
Introductory class: 15th December 2014, 09:00 am - 06:00 pm
Seminar days: 21st-23rd January 2015, 09:00 am - 06:00 pm
Application procedure
The application starts on 13th November 2014 and ends on 27th November 2014.
Thereafter, no applications are going to be considered.
Please send your application including a one-page motivation letter, a two-page CV
and your transcript of records within one document to [email protected]
Timeline of application procedure
30th November 2014: Selected students in the first round receive an invitation email
03rd December 2014: Deadline for confirmation of the first round.
05th December 2014: Not claimed participation spots of the first round are going to
be re-offered in a second round and selected students receive and invitation email
07th December 2014: Deadline for confirmation of the second round.
Restriction to participation:
o The number of participants is restricted to 24.
o The chair will select the participants from the submitted applications.
Term-paper and presentation:
o Passing the module requires an elaboration of a term-paper as well as the
presentation of the results in class.
o Topics are assigned in introductory class.
o Papers have to be submitted at the first day of the seminar days in January.
o Presentations will be held on the first day of the seminar days in January.
Class attendance: In-class lecture, hence class attendance is obligatory