Business Management FT
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Conflict Management, Mediation and Negotiation Management

level of course unit

first cycle, Bachelor

Learning outcomes of course unit

Students:
• see the necessity of communicative skills for solving conflict situations.
• develop the skill to analyze conflicts and use them in a constructive way.
• are familiar with the essential negotiation models and negotiation techniques and are able to successfully apply them in specific situations.
• are familiar with the essential cognitive and emotional factors influencing processes of negotiation management.
• are able to mediate successfully in cases of conflict.
• are familiar with the essential de-escalation techniques and dialogue techniques within the framework of mediation procedures.

prerequisites and co-requisites

not applicable

course contents

Part A: Conflict management
• Communication models and conflict theories
• Phases of conflict management
• Tools for conflict resolution and conflict prevention
• Case-related preparation of conflict resolutions and agreements
Part B: Negotiation techniques
• Models, strategies and techniques of negotiations
• Behavior-oriented aspects of bargaining / negotiation
• Role play and case studies of real negotiation situations

Part C: Mediation
• Models of conflict escalation
• De-escalation techniques and techniques of dialogue
• Methods of business mediation
• Case example about phases of the mediation procedure

recommended or required reading

Opresnik, M. (2013): Die Geheimnisse erfolgreicher Verhandlungsführung: Besser verhandeln – in jeder Beziehung, Springer Gabler.
Rosner, S./ Winheller, A. (2012): Mediation und Verhandlungsführung: Theorie und Praxis der wertschöpfenden Verhandelns.
Fisher, R./ Ury, W./ Patton, B/ Egger, U. (2013): Das Harvard-Konzept: Der Klassiker der Verhandlungstechnik, Campus.
Bähner, C./ Oboth, M./ Schmidt, J. (2011): Praktische Anleitung und Methoden zur Mediation in Gruppen.
Glasl, F. (2013): Konfliktmanagement: Ein Handbuch für Führungskräfte, Beraterinnen und Berater, 11. Auflage.
Knapp, P. (Hrsg.) (2012): Konfliktlösungs-Tools: Klärende und deeskalierende Methoden für die Mediations- und Konfliktmanagementpraxis.
Trenczek, T./ Berning, D./ Lenz, C. (Hrsg) (2012): Mediation und Konfliktmanagement, Nomos.
Dulabaum, N. (2009): Mediation: Das ABC : Die Kunst, in Konflikten erfolgreich zu vermitteln, 5. Auflage, Beltz.
Von Hertel, A. (2009): Professionelle Konfliktlösung, Führen mit Mediationskompetenz
Hösl, G. (2002): Mediation – die erfolgreiche Konfliktlösung: Grundlagen und praktische Anwendungen, 7. Auflage.
Duve, C./ Eidenmüller, H./ Hacke, A. (2011): Mediation in der Wirtschaft: Wege zum professionellen Konfliktmanagement
Proksch, S. (2013): Konfliktmanagement im Unternehmen: Mediation und andere Methoden für Konflikt- und Kooperationsmanagement am Arbeitsplatz.

assessment methods and criteria

interview, presentation and case studies

language of instruction

German

number of ECTS credits allocated

3

planned learning activities and teaching methods

Lecture, group work, presentation and task discussion

semester/trimester when the course unit is delivered

3

name of lecturer(s)

Dipl.-Ing. Hermann W. Zebisch

year of study

2.year of studies

recommended optional program components

not applicable

course unit code

ISK.3

type of course unit

compulsory

mode of delivery

In-class course

work placement(s)

not applicable