International Management and Communications (IM)

Program - Communication and Negotiation Styles (IMN)

July 22 - August 9, 2024

  • 1 week online, July 22 - 27 
  • 2 weeks in-class in Munich, July 29 - August 9

Aim of the course: 

Students will gain a broad understanding of how to effectively communicate with various stakeholders, focusing on the business as well as on the private context. In particular, students will learn about various negotiation strategies to become better negotiators:

  • Real-world Application: Practical exercises, case studies, and simulations are the main content of this negotiation course in order to provide students with hands-on experience and the opportunity to apply theoretical concepts in realistic scenarios.
  • Skill Development: The course aims to develop participants' negotiation skills, including effective communication, active listening, problem-solving, and decision-making.
  • Strategy Formation: Participants learn to develop and implement negotiation strategies that are aligned with their goals and interests.
  • Conflict Resolution: The course focuses on techniques for resolving conflicts and disputes in a constructive and mutually satisfactory manner. 
  • Cultural Sensitivity: Participants learn to navigate cross-cultural negotiations with sensitivity and effectiveness.
  • Preparation and Planning: Effective negotiation often requires thorough preparation.

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Further explanation:

Being a proficient negotiator is crucial for navigating diverse aspects of life, as it empowers individuals to resolve conflicts, achieve goals, and build positive relationships. Effective negotiation skills enable one to find mutually beneficial solutions, maximize resources, and adapt to changing circumstances, contributing to personal and professional success. In essence, mastering negotiation is a key to unlocking opportunities and fostering collaborative outcomes.

However, negotiations present a paradoxical dynamic wherein what benefits one party may simultaneously benefit the other, or conversely, have adverse effects. Claiming values and creating values are central processes in negotiations. Doing both at the same time seems mutually exclusive, but it is the strategy for success. In this regard, certain strengths can become weaknesses and vice versa, which is why understanding the negotiation dilemma and how to deal with it is essential to a negotiator’s success.

There are different types of negotiations, some of which for example involve multiple rounds. Knowledge of game theory is of particular interest in order to overcome or win the “Tit for Tat” game. Apart from various negotiation scenarios, it's essential to consider diverse counterparts who possess varying characteristics and traits. Dealing with liars, individual fears, or egocentricity is one of the first hurdles in negotiations, which must be responded to accordingly.

Overall, the course draws on empirical research in fields as diverse as economics, psychology, and game theory. We offer a wealth of examples and case studies. Starting from the theoretical foundations, we aim to improve students' negotiation skills through interactive role-playing. Through this method, direct learning experiences are gained with practical applications different negotiation theories.

> -> ->24_IMN_Reading_List.pdf