Advanced Seminar Economics & Policy: Business-to-Business Contract Negotiations

What it is about

You learn the basics and strategies of contract negotiations between companies, including economic and psychological aspects. After the module you will be able to recognize typical negotiation concepts (e.g. BATNA, ZOPA, Harvard), central tactics and communication as well as emotion aspects, apply them in simulations and respond to the behavior of negotiation partners.

What you will be able to do

• understand economic and psychological foundations of contract negotiations
• know the Harvard negotiation concept and its limits
• distinguish important negotiation strategies (win-win, win-lose, etc.)
• apply essential negotiation tactics and respond to them
• distinguish different negotiation styles
• experience and analyze negotiation dynamics through simulations
• strengthen communication and argumentation skills
• improve teamwork through group tasks and simulations

What the module consists of

• Seminar/lectureinteractive lecture portion with discussions
• Negotiation simulations/gamespractical application of tactics and strategies
• Group work/presentationsdevelopment and presentation of research results
• Seminar paperindependent research, questionnaire design and interviews

Teaching method

• Interactive seminar/lectureconveying theory and discussion
• Negotiation simulations and gamesexperience and application of tactics in realistic scenarios
• Video recordingsreflection and analysis of one's own behavior
• Seminar paper with interviews and questionnaire designresearch competence and empirical analysis
• Regular one-on-one conversationssupport in developing the seminar paper