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, WS 2017/18)
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
