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Ausgewählte Fragen des Supply Chain und Operations Managements - Einzelansicht

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Veranstaltungsart Seminar Langtext Ausgewählte Fragen des Supply Chain und Operations Managements
Veranstaltungsnummer 207004 Kurztext BAH-SC-4
Semester WS 2019/20 SWS 4
Rhythmus jedes Semester Studienjahr
Sprache deutsch
Wichtige Info
Termine Gruppe: 51 iCalendar Export für Outlook
  Tag Zeit Rhythmus Dauer Raum Raum-
Lehrperson Status Bemerkung fällt aus am Max. Teilnehmer/-innen
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Fr. 18:00 bis 21:15 woch 11.10.2019 bis 24.01.2020  Haus B (Badensche) - B 3.09 Belousow     25.10.2019: 
  • 11.10.2019
  • 18.10.2019
  • 01.11.2019
  • 08.11.2019
  • 15.11.2019
  • 22.11.2019
  • 29.11.2019
  • 13.12.2019
  • 20.12.2019
  • 10.01.2020
  • 17.01.2020
  • 24.01.2020
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Sa. 12:00 bis 20:00 Einzel am 25.01.2020 Haus B (Badensche) - B 3.01 Belousow   Zusatztermin  
Gruppe 51:
Abschluss Studiengang Semester Prüfungsversion
Bachelor BA BusAdmin Abend PO 9 6 - 6 9
Bachelor BA Wirtschaftsrecht PO 11 7 - 7 11
Bachelor BA BusAdmin Abend PO 7 6 - 6 7
Bachelor BA BusAdmin Abend PO 5 6 - 6 5
Bachelor BA IBAEX 84043 8 - 8 12
Bachelor BA BusAdmin Tag PO 9 5 - 5 9
Ausland BA Exchange student (Austauschstudenten) - 8
Bachelor BA DFS PO 13 7 - 7 13
Bachelor BA BusAdmin Abend PO 13 6 - 6 13
Bachelor BA BusAdmin Tag PO 13 5 - 5 13
Bachelor BA Gründung u. Nachfolge PO 13 7 - 7 13
Bachelor BA IBAEX 84043 PO13 8 - 8 13
Bachelor BA Economics PO 13 7 - 7 13
Bachelor BA BusAdmin Tag PO 7 5 - 5 7
Bachelor BA IBU PO 13 8 - 8 13
Bachelor BA Wirtschaftsrecht PO 13 7 - 7 13
Bachelor BA Double Degree Incoming 84011 - 13
Bachelor BA BusAdmin Tag PO 5 5 - 5 5
Bachelor BA-BusAdmin BlendIT 5 - 5 16
Bachelor BA Economics PO 16 7 - 7 16
Bachelor BA DFS PO 10 8 - 8 10
Bachelor BA BusAdmin Tag PO 16 5 - 5 16
Bachelor BA IBAEX 84043 PO16 8 - 8 16
Bachelor BA BusAdmin Abend PO 16 6 - 6 16
Bachelor BA Wirtschaftsrecht PO 18 7 - 7 18
Bachelor BA Economics PO 17 7 - 7 17
Bachelor BA Wirtschaftsrecht PO 19 7 - 7 19
Bachelor BA BusAdmin Tag PO 19 5 - 5 19
Bachelor BA Economics PO 19 7 - 7 19
Bachelor BA Economics PO 20 7 - 7 20
Bachelor BA IBAEX 84043 PO 19 8 - 8 19
Bachelor BA Gründung u. Nachfolge PO 19 7 - 7 19
Bachelor BA DFS PO 13 7 - 7 19
Bachelor BA BusAdmin Teilzeit PO 19 6 - 6 19
Prüfungen / Module
Prüfungsnummer Modul
207004 Ausgewählte Fragen des S
Zuordnung zu Einrichtungen
BWL 1 (Unternehmensführung/Personal/Organisation)


Advanced Management Communication and Negation Principles in Supply Chains

Introduction to models and theories of business communication and negotiation, with focus on practice and application of specific negotiating skills and conflict resolution special in Supply Chains.



This course provides the theoretical framework, the concepts and the tools that are critical to the establishment, development and implementation of effective conflict resolution and negotiation strategies and tactics, applying them to interpersonal, organizational, and intercultural contextual frameworks. Using role-play, students apply negotiation strategies to practical settings, including third-party conflict resolution and other conflict management efforts.



By attending this course you will gain:

an understanding of what negotiation is (and what it isn’t)

the ability to achieve win/win outcomes every time

a strategy for successful negotiation based on careful planning

improved face-to-face communication and rapport building skills

tried and tested questioning techniques to establish trades and build flexibility

tactics that ensure you will always trade and never concede

the opportunity to practice new skills in a safe environment


Learning objectives, core competencies and outcomes:

To enable the development of key skills to operate effectively in negotiation situations

To promote the benefits of using a professional model to develop negotiation strategy

To provide important tools, techniques and tactics for use in negotiation situations

To identify methods by which negotiations can be planned, conducted and reviewed

How memory affects communication

Adapting your communication style to ensure your message is received

Why listening and questioning skills are such a valuable tool

Understand your current strengths and areas for improvement in the negotiation context

Identify the power of clear and effective strategy in negotiation

Determine tactics to select the most appropriate strategy for different relationships

Analyze and make the best of power balances in the negotiation context

Analyze a challenging case study to understand the practical application of essential negotiation theory

Discover your levels of personal confidence when negotiating with senior people

Develop techniques to gain better recognition in more complex negotiations

Understand how to reach negotiated agreements that continue to work in the future

Be confident you are taking maximum value from the negotiating table


Content :

Defining what constitutes effective negotiation

The traits of a successful negotiator

Preparing to negotiate – establishing your boundaries in advance

Creating a constructive environment

Understanding the importance of non-verbal communication to build rapport

Questioning techniques to control the negotiation

How to trade not concede

Dealing with emotion and deadlock

Exercises to put these principles into practice



Bargaining for Advantage: Negotiation Strategies for Reasonable, by G. Richard Shell.

Beyond Reason: Using Emotions as You Negotiate Paperback by Roger Fisher, Daniel Shapiro.

Crucial Conversations: Tools for Talking When Stakes Are High, by Kerry Patterson, Joseph Grenny, Ron McMillan and Al Switzler.

Difficult Conversations: How to Discuss What Matters Most, by Douglas Stone, Bruce Patton, and Sheila Heen.

Getting More: How You Can Negotiate to Succeed in Work and Life, by Stuart Diamond.

Getting Past No: Negotiating in Difficult Situations By William Ury.

Getting Ready to Negotiate: The Getting to Yes Workbook, by Roger Fisher, Danny Ertel.

Getting to Yes: Negotiating Agreement Without Giving In, by Roger Fisher, William L. Ury and Bruce Patton.

Getting to Yes with Yourself: And other worthy Opponents, by William L. Ury.

Getting to Yes with Yourself: How to Get What You Truly Want By William Ury

Getting To Yes: Negotiating Agreement Without Giving In By Roger Fisher and William Ury

Influence: The Psychology of Persuasion, by Robert B. Cialdini.

Kiss, Bow, or Shake Hands Subtitle: The Bestselling Guide to Doing Business in More Than 60 Countries, by Terri Morrison and Wayne A. Conaway.

Negotiating at Work: Turn small Wins into big Gains, by Deborah M. Kolb with Jessica L. Porter.

Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond, by Deepak Malhotra and Max Bazerman.

Never Split the Difference: Negotiating As If Your Life Depended On It, by Chris Voss and Tahl Raz.

Perfecting your Pitch: How to succeed in Business and in Life by finding Words that work, by RonaldM. Shapiro.

Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal, by Oren Klaff.




Keine Einordnung ins Vorlesungsverzeichnis vorhanden. Veranstaltung ist aus dem Semester WS 2019/20 , Aktuelles Semester: WiSe 2020/21