Weitere Kurse: Sonstiges, Communication Skills and Intercultural

In this course we will take an interactive learning-by-doing-approach to the most common challenges in international sales negotiations.

We will briefly acquaint ourselves with the notion of strategy and tactics in sales and get to know the basic skills a negotiator in international sales should dominate regardless of her or his national background.

We will get acquainted with the world famous Harvard approach to negotiation, trying to apply its basic recommendations.

We will proceed experimenting with the Harvard model in international sales settings.

Some of the important topics will be: Answering questions like:

-       How can we get “win-win-strategies” to work?

-       What common tactics or tricks in sales negotiations should we know and which are options to react to them?

-       How do culture-specific values, attitudes, behaviour and communication styles affect sales negotiations?

Students are encouraged to bring along examples, notions, attitudes and inferences from their own countries or foreign countries they have experiences with.

We will rely heavily on role plays and video analyses so each student will have the opportunity and is expected to experience her or his behaviour in negotiations, experimenting the influences her/his conduct has on others.

One important secondary objective and side benefit of this course, therefore, is applying the rules of giving and receiving feedback to/from others in a supportive and constructive fashion.

There will be a written exam at the end of the semester, where students are expected to apply the knowledge and experiences gained during the course assessing a specific case study.

 Literature: “Getting to YES”, (Roger Fisher, William Ury)

“Getting past No” (William Ury)

“Getting past Yes” (Danny Ertel, Harvard Business Review Nov. 2004)

“You’re Killing me here – When Win-Win Negotiation doesn’t work: A Methodology for dolding your ground against tough customers” (Stefe Reilly, CRJ Workshops 2009)

“The Hidden Challenge of Cross-Border Negotiations” (James K. Sebenius, HBR March 2002)

“Managing Relationships in Showery Weather: The role of Umbrella Agreements” (Stefanos Mouzas, David Ford, Journal of Business Research, October 2006)

“Trust and Reliance in Business Relationships” (S. Mouzas, S. Henneberg, P. Naudé), European Journal of Marketing Vol 41. 9/10 2007

Rethinking Political Correctness (R.J. Ely, D.E. Meyerson, M.N. Davidson, HBR Sept. 2006)

Managing Multicultural Teams (J. Brett, K. Behfar, M.C.Kern, HBR Nov. 2006)

Harvard Management Update Sept. 1996 (A newsletter from HBR Publishing)

The only Four-Page Guide to Negotiating You’ll Ever Need (Walter Kiechel)

Harvard Management Update Sept 2005 (A newsletter from HBR Publishing)

Negotiate for what you need to succeed (Deborah M. Kolb)