PoGS-Kursangebot
Workshop "International Business Negotiations - Basic Course"
Managers face many situations that require the use of effective negotiation skills. They need to know how to recognize situations that call for negotiation, to understand the negotiation process, and to know how to analyze, plan and implement successful negotiation strategies. More importantly, the course is designed to provide students with the opportunity to develop and practice negotiation skills.
Contents:
Class time will be largely devoted to negotiation sessions involving a number of different situations that managers are likely to face.
This course is designed to provide managers-to-be with an understanding of:
- the negotiation process
- different types of negotiation situations
- the variety of strategies and tactics (and responses to them) that can be used in negotiations
- issues associated with negotiations in a multi-cultural, global environment
Workshop profile
Target group |
PhDs and Postdocs, participants' knowledge of English should correspond to the European level C1/C2 |
Duration | 2 days |
Coach
Prof. Dr. Barry D. Floyd
Literature
We recommend you to read the book „Getting to Yes: Negotiating an agreement without giving in“– of Roger Fisher (Random House Business Books) for the course preparation. You can borrow the book in our library.
Registration
Potsdam Graduate School
WIS | Wissenschaftsetage im
Bildungsforum Potsdam
Am Kanal 47
14467 Potsdam
Postadresse:
Potsdam Graduate School
Universität Potsdam
Am Neuen Palais 10
14469 Potsdam
pogs@uni-potsdam.de
Tel.: 0331 977-4130
Fax: 0331 977-4555
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