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351-0347-00L 1 Credits NDS D-GESS , D-ARCH , D-MTEC , D-BAUG , D-PHYS
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Negotiation Techniques & Communication Skills

Verhandlungstechnik/Gesprächsführung

Lecturers & Examiners: Dominik Knill
VVZ CR n/a

Last Updated: 2026-02-05 15:06:40

Abstract

In a negotiation you won't get what you are entitled for, but what you have negotiated for. You can learn how to negotiate and communicate successfully.

Objective

- apply goal-oriented negotiation techniques - efficiently conduct conversation and applying appropriate questioning techniques - identify and and expand a personal negotiation pattern. - recognize various strategies and tactics used by your counterpart and yourself.

Content

- Theory and role plays in negotiation and conflict management based on the Harvard concept (interest-based negotiations). - Conversation skills - Analysis of negotiation examples from the participants. Develop possible solutions. - Exposure to resistance and power. - Dealing with difficult people and behaviours.

Resources

Literature

"Getting To Yes", Negotiating agreement without giving in. Roger Fisher, William Ury and Bruce Patton, ISBN 0140157352 "Getting Past No", Negotiating your way from confrontation to cooperation. William Ury, ISBN 0553371312

General Information

Language
German
Levels
NDS
Frequency
Yearly recurring

Examination

Type
ungraded semester performance

Course Components

Type Title Time & Place Hours
lecture with exercise Verhandlungstechnik/Gesprächsführung
Permission from lecturers required for all students. Ausschliesslich für MAS MTEC/BWI-Studierende im 3. Semester, Blockkurs 2 Tage: Fr/Sa 3./4.11.2006 ODER Fr/Sa 1./2.12.2006 ODER Fr/Sa 8./9.12.2006 ODER Fr/Sa 15./16.12.2006. Jeweils 8:15 - 17:00 Uhr, Obligatorische Anmeldung bis 15.09.2006 an Maria Murillo < >
  • 03.11 Date 08:15-17:00 (HG F 33.1)
  • 03.11 Date 08:15-17:00 (HG F 33.2)
  • 03.11 Date 08:15-17:00 (HG F 33.3)
  • 03.11 Date 08:15-17:00 (HG F 33.4)
  • 04.11 Date 08:15-17:00 (HG F 33.1)
  • 04.11 Date 08:15-17:00 (HG F 33.2)
  • 04.11 Date 08:15-17:00 (HG F 33.3)
  • 04.11 Date 08:15-17:00 (HG F 33.4)
  • 01.12 Date 08:15-17:00 (HG F 33.1)
  • 01.12 Date 08:15-17:00 (HG F 33.2)
  • 01.12 Date 08:15-17:00 (HG F 33.3)
  • 01.12 Date 08:15-17:00 (HG F 33.4)
  • 02.12 Date 08:15-17:00 (HG F 33.1)
  • 02.12 Date 08:15-17:00 (HG F 33.2)
  • 02.12 Date 08:15-17:00 (HG F 33.3)
  • 02.12 Date 08:15-17:00 (HG G 50.1)
  • 08.12 Date 08:15-17:00 (HG F 33.1)
  • 08.12 Date 08:15-17:00 (HG F 33.2)
  • 08.12 Date 08:15-17:00 (HG F 33.3)
  • 08.12 Date 08:15-17:00 (HG F 33.4)
  • 09.12 Date 08:15-17:00 (HG F 33.1)
  • 09.12 Date 08:15-17:00 (HG F 33.2)
  • 09.12 Date 08:15-17:00 (HG F 33.3)
  • 09.12 Date 08:15-17:00 (HG F 33.4)
  • 15.12 Date 08:15-17:00 (HG F 33.2)
  • 15.12 Date 08:15-17:00 (HG F 33.3)
  • 15.12 Date 08:15-17:00 (HG F 33.4)
  • 15.12 Date 08:15-17:00 (HG F 33.5)
  • 16.12 Date 08:15-17:00 (HG F 33.1)
  • 16.12 Date 08:15-17:00 (HG F 33.2)
  • 16.12 Date 08:15-17:00 (HG F 33.3)
  • 16.12 Date 08:15-17:00 (HG F 33.4)
16 h semesterly

Offered In