Meetings and Negotiations

Brief description

  • The stages of meetings and negotiations
  • The language of meetings and negotiations
  • Meeting and negotiation strategies, based on realistic case studies provided from the lecturers’ professional logistics practice
  • Intercultural aspects
  • Preparation, simulation and follow-up activities after English-language meetings and negotiations

Mode of delivery

face to face

Type

compulsory

Recommended or required reading and other learning resources/tools

Navarro, Joe: What Every BODY is Saying: An Ex-FBI Agent's Guide to Speed-Reading People. WmMorrowPB. Latest edition.
Voss, Chris: Never Split the Difference: Negotiate as if your Life Depended on it. Random House. latest edition.

Planned learning activities and teaching methods

Input, blended learning, discussion, online quizzes, self-study, pair and group work, role plays and simulations

Assessment methods and criteria

Continuous assessment:

  • 60 %: two assessed simulated meetings and negotiations
  • 20 % book report on course literature
  • 20 % active classwork and assignments

Prerequisites and co-requisites

European Framework of Reference for Languages: B2

Infos

Degree programme

Logistics & Strategic Management (Master)

Cycle

Master

ECTS Credits

3.00

Language of instruction

English

Curriculum

Part-Time

Academic year

2024

Semester

2 SS

Incoming

No

Learning outcome

After successful completion of the course, students are able

  • to participate in meetings and negotiations in an international logistics context confidently and professionally (3),
  • to chair meetings or negotiations in English (3),
  • to write clearly structured short or narrative minutes of a meeting/negotiation in the foreign language (3),
  • to apply appropriate negotiation strategies in business and/or logistics contexts (3),
  • to take into account intercultural aspects in meetings/negotiations (4),
  • to develop meeting and negotiation strategies (6),
  • to prepare and assign follow-up activities after English-language meetings and negotiations (5, 6).

Course code

1392-21-01-BB-DE-16