12756 Negotiations

Negotiation is central to business, whether one plans on working in marketing, on Wall Street as a consultant, for government, not-for-profit, or for yourself. This class teaches the basic tenets of successful negotiation, and helps students gain an understanding of the strategies and tactics that work best. This course is designed to complement the technical and diagnostic skills learned in other courses at the university. Although business requires a broad array of analytical skills in marketing, management, finance, accounting, and operations, these skills only go so far. As a complement, managers need a broad array of negotiation skills in order to get their proposals accepted and implemented. In other words, this course not only helps students to get a job, but also to succeed in it. The course develops participants’ negotiation skills via experience. A considerable amount of time is used for practicing techniques so that the participants feel comfortable using them.


Duration: 16 until 26 August 2021
Place: Faculty of Business and Economics, Peter Merian-Weg 6, Room: S13

Monday, 16 August 2021, 13.00 - 16:30
Tuesday, 17 August 2021: no class, time to prepare cass studies
Wednesday, 18 August 2021, 13:00 - 16:30
Thursday, 19 August 2021, 13:00 - 16:30

Monday, 23 August 2021, 13:00 - 16:30
Tuesday, 24 August 2021, 13:00 - 16:30
Wednesday, 25 August 2021: no class, time to prepare cass studies
Thursday, 26 August 2021, 13:00 - 16:00

Assessment Details

Participation (30%)
Final exam: 30 August 2021, 15.00-16:30 (70%)

Recommended Prerequisites

Introduction to Economics (Einführung in die Volkswirtschaftslehre, 10130)
Introduction to Business (Einführung in die Betriebswirtschaftslehre, 10125)
Introduction to Game Theory and Experimental Economics (Einführung in die Spieltheorie und Experimental Economics, 23347)


Course Information


Prof. Tinsley

Prof. Catherine Tinsely
Professor of Management
McDonough School of Business, Georgetown University