English Negotiations

Brief description

  • Establishing rapport
  • Setting the agenda
  • Establishing and clarifying positions
  • Managing conflict
  • Making and responding to proposals
  • Bargaining
  • Conclusions and agreement, closing a deal
  • Negotiation terminology and language
  • Chairing meetings and negotiations
  • Tentative language
  • Negotiation tactics
  • Types of minutes of meetings
  • Writing the minutes of a meeting
  • Case studies: simulating negotiations

Mode of delivery

face to face

Type

compulsory

Recommended or required reading and other learning resources/tools

  • Course reader
  • Powell, Mark (2012): International Negotiations. Klett.
  • Fisher, Roger and William Ury (2012): Getting to Yes: Negotiating an Agreement without Giving in. new ed., Random House Business.

Planned learning activities and teaching methods

Face-to-face learning (input, discussions, role plays, presentations, written activities), case studies, distance learning, blended learning, support through various media

Assessment methods and criteria

Continuous assessment:

  • 2 assessed simulated negotiations/meetings 60% (30% each)
  • Participation and performance in class, homework, quizzes, and assignments 40%

Prerequisites and co-requisites

English CEFR Level B2

Infos

Degree programme

Logistics & Transport Management (Bachelor)

Cycle

Bachelor

ECTS Credits

1.00

Language of instruction

English

Curriculum

Full-Time

Academic year

2024

Semester

4 SS

Incoming

Yes

Learning outcome

After successful completion of the course students are able

  • to actively and constructively participate in meetings and negotiations
  • to prepare negotiations in English professionally
  • to chair meetings and negotiations effectively and skilfully
  • to competently advocate their position
  • to comment on other viewpoints positively and negatively and work towards an intended result
  • to achieve and optimise their personal negotiating goals or that of their teams by using English language negotiating terminology
  • to write informative minutes of a meeting/negotiation

Course code

0391-21-01-VZ-DE-46