A closed group consisting of two teams of top negotiating
students that have attended negotiation courses and are now
competing internationally at the Global Negotiation Conference
2016 at the end of June in Bern, Switzerland.
Skills check; Cultural expectations and
organisation (implicit vs. explicit; inductive vs.
deductive); Purpose and participants of meetings;
Formalities across cultures in preparing and
managing meetings; Managing the human side of
meetings; Strategies for discussions and question
& answer sessions; Dealing with conflict;
Persuasion; Impromptu speaking.
no
Develop your awareness and knowhow through this
series of readings, discussions, roleplay and
reflections in a foreign language. Manage different
types of meetings effectively and efficiently as a
result.
English
[English] interactive & New Media (conveying
knowledge also in a computer based way)
920.054 Professional Meetings
across Cultures (2SSt VU, SS
2015/16)
For registration you have to be identified in
UNIGRAZonline as a student.
Exam information
See position in the curriculum
Classroom participation an contributions; Portfolio
assessment: completing set role-play scenarios
including preparations, performances, peer feedback
and reflection of task performances in blogs on
course website.
Continuous assessment, 100% attendance required
Insight from psychological, behavioural, and
discourse studies is gained from analysing examples
from the business world, politics and media
communications. We will apply insight gained in a
series of role-play scenarios and simulations,
selling ideas and succeeding at negotiations.
English level B2
• improve confidence and personal skills
• develop cross-cultural understanding
• develop communication skills (persuasion and
negotiation)
• develop understanding and literacy of persuasive
and negotiation strategies and tactics
• gain experience negotiating and "selling your
ideas"
• training done in English
English
[English] interactive & New Media (conveying
knowledge also in a computer based way)
Self-assessment quizzes, analyses of training
videos, preparations of readings and role-play,
videoed in-class performances, peer and tutor
feedback, learning blogs with goal-setting,
reports, reflection of performances in several
learning cycles
920.053 Selling your Ideas and
Negotiating across Cultures (2SSt
VU, SS 2015/16)
For registration you have to be identified in
UNIGRAZonline as a student.
Exam information
See position in the curriculum
Classroom participation an contributions; Portfolio
assessment: completing set role-play scenarios
including preparations, performances, peer feedback
and reflection of task performances in blogs on
course website.
Continuous assessment, 100% attendance required
Castleberry, Tanner; Fisher, Ury, Patton: Getting
to Yes; Elevator Pitching; current research
articles; Video Arts Training Videos;
E-Minimaxes
Readings will be available online; training videos
will be shown in class, quizzes and recordings,
assignments and learning blogs to be processed on
www.ngberger.com
Insight from psychological, behavioural, and
discourse studies is gained from analysing examples
from the business world, politics and media
communications. We will apply insight gained in a
series of role-play scenarios and simulations,
selling ideas and succeeding at negotiations.
minimum English level B2, C1 or better benefit
most
• improve confidence and personal skills
• develop cross-cultural understanding
• develop communication skills (persuasion and
negotiation)
• develop understanding and literacy of persuasive
and negotiation strategies and tactics
• gain experience negotiating and "selling your
ideas"
• training done in English
English
[English] interactive & New Media (conveying
knowledge also in a computer based way)
Self-assessment quizzes, analyses of training
videos, preparations of readings and role-play,
videoed in-class performances, peer and tutor
feedback, learning blogs with goal-setting,
reports, reflection of performances in several
learning cycles
920.053 Selling your Ideas and
Negotiating across Cultures (2SH
VU, SS 2016/17)
For registration you have to be identified in
UNIGRAZonline as a student.
Exam information
See position in the curriculum
Classroom participation an contributions; Portfolio
assessment: completing set role-play scenarios
including preparations, performances, peer feedback
and reflection of task performances in blogs on
course website.
Continuous assessment, 100% attendance required
Castleberry, Tanner; Fisher, Ury, Patton:
Getting to Yes; Elevator Pitching; current
research articles; Video Arts Training Videos;
E-Minimaxes
Readings will be available online; training videos
will be shown in class, quizzes and recordings,
assignments and learning blogs to be processed on
www.ngberger.com
Knowledge and knowhow in: expressing ideas clearly,
being good listeners; expressing experiences or
information accurately. What supports or inhibits
relationships with other communicators? How do I
manage impressions I make, i.e. what does my body
language say about me?
Requirements
none
Objectives and learning outcomes
1.Reflecting on experiences of m communications
(speaking and listening) and understanding
strategies of presenting information.
2.Increasing comprehension in dialogues
3.Becoming aware of communication and personality
features based on diverse psychological
insight.
4.Experiencing and analysing communication and
behaviour in dialogic and group discourse.
5.Grasping mechanisms of body language and
effects.
6.Giving and handling feedback in groups
effectively.
7.Evaluating perceptions of self and others.
Classroom language
English
Teaching methods
interactive with new media
experiential learning (learning by doing):
task-oriented work; reflection; theory input and
processing; application; group activities; video
analysis for peer feedback and planning of personal
learning.
