Fundamentals of Negotiation Leadership

Current information:
Registration takes place only via the secretariat:
bettina.faerber@wiwi.uni-goettingen.de and only via email.
Please apply with a current transcript of records by May of the respective summer semester.

Appointments SuSe24:
1st individual appointment: Thursday, 06.06.2024 from 13:00 - 18:00h.
2nd individual appointment: Friday, 07.06.2024 from 09:00 - 16:00h.

Lecturer: Matthias Schreblowski - Dipl. -Kfm. Georg-August-Universität Göttingen; MBA in International Management, Thunderbird, School of Global Management (USA).

The course Negotiation Management deals with effective strategies of negotiation management in theory and especially in practical application. It is therefore to be understood as a supplementary course and is aimed in particular at students who are interested in the practical implementation of negotiation management: They learn how to successfully prepare for negotiations, train appropriate negotiation strategies, deepen their ability to argue convincingly and fend off unfair negotiation techniques. The work in small groups and the use of group dynamic methods supports the teaching and practice of negotiation as an important soft skill of management practice.
It is an interactive event with partly external lecturers from the practice. There is a certificate of attendance, no credits.


Here you can find the event in eCampus

• Acquiring basic theoretical and practical knowledge of negotiation skills
• Increased ability to perform and negotiate rhetorically effectively
• High-quality course from practice for practice with crucial relevance for students

• Cooperative Negotiation - The Harvard Concept"(WIN/WIN)"
• Preparing, conducting and following up on negotiations
• Building and maintaining a positive negotiation atmosphere
• Leading negotiations in a team - opportunities / risks
• The contract negotiation- the right way to handle demands and concessions
• Rhetorically effective appearance in conversations and negotiations - use of voice and body language
• Proven principles of argumentation to convince others (number, selection and presentation of arguments)
• Practical negotiation simulations,group work, discussion and feedback session

• Matthias Schreblowski - Dipl. -Kfm. Georg-August-Universität Göttingen; MBA in International Management, Thunderbird, School of Global Management (USA)
• Mr. Schreblowski ties thematically to the event of Dr. Brehm (leadership)
• 12-14 participants with certificate of attendance, no credits