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Convincing Stakeholders

Terms offered: each winter term
Course format: 2 hours lecture / 4 hours tutorials per week
Grading: 2 hours written exam (closed book) and 15 min. presentation
Credits: 9 ECTS in "Fachspezifische Grundlagen"
Contact Person: Gerrit Hufnagel

Description

This course seeks to improve your understanding of management communications, both on a corporate as well as on an individual level. As far as the corporate level is concerned, students may learn how companies use communications to implement strategy and achieve competitive advantage. To reach these goals, we will examine several cases, readings, and/or films that will help students to understand how corporate communications relate to general management in a firm. Communications on an individual level is designed to teach students the theory and processes of negotiation as it is practiced in a variety of settings. The course will cover a broad spectrum of negotiation problems that are faced by managers. It will allow the participants to develop a broad array of negotiation skills experientially. Considerable emphasis will be placed on simulations, role-playing and cases in this section as well. It offers a practical psychological exploration of the major concepts and theories of bargaining and negotiation.

The goals of the course are:

  • Improve understanding of management communications, both on a corporate as well as on an individual level.
  • Learn how companies use communications to implement strategy and achieve competitive advantage.
  • Develop a broad array of negotiation skills experientially.
  • Explore the major concepts and theories of bargaining and negotiation.

Organization

The course is for Master of Science students only. The course comprises a 2-hour lecture, a 4-hour tutorial and a Negotiation Workshop. The course is held in collaboration with the Institute for Marketing and the Institute of Strategic Management. Please also check the internet pages from the Institute for Marketing and the Institute of Strategic Management. Participants from the Convincing Stakeholders exam at the other institutes are automatically registered for the Convincing Stakeholders exam at the Institute for Market-based Management. No registration for the course is required.

Additional Information

Dates and course material will be available at LSF.

 


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