Presentation & Negotiation Techniques

level of course unit

first cycle, Bachelor

Learning outcomes of course unit

The students can prepare, carry out and follow up a presentation, moderation and argumentation. They have mastered the necessary techniques and media. They also master the interaction of voice and pronunciation, appearance and body language, eye contact, facial expressions and gestures. The students know risks, recognize conflicts and can initiate solutions.

prerequisites and co-requisites

not applicable

course contents

The general presentation techniques and the forms of communication as well as the communication models are described and worked out.
The characteristics of an message exchange ( message: sender - receiver) are presented.
The distinction between verbal and non-verbal communication (facial expressions, gestures, rhetoric, body language, etc.) in oneself and in others is shown.
Special attention is given to intercultural communication and negotiation techniques and their difficulties and traps.
The principles of presentation are presented.

recommended or required reading

Brandl, Peter (2015): Kommunikation. … und was Sie darüber wissen sollten, um sich das Leben leichter zu machen. 2., Aufl. Offenbach: Gabal.
Dall, Martin (2014): Sicher präsentieren - wirksam vortragen. 3., überarb. Neuaufl. München: Redline.
Fritzsche, Thomas (2016): Souverän verhandeln. Psychologische Strategien und Methoden. 2., erg. Aufl. Bern: Hogrefe.
Pöhm, Matthias (2017): Präsentieren Sie noch oder faszinieren Sie schon? Abschied vom "Betreuten Lesen". Emotionale Rhetorik statt PowerPoint! 4., Aufl. o.A.: Pöhm Seminarfactory.
Portner, Jutta (2015): Besser verhandeln. Das Trainingsbuch. 4., Aufl. Offenbach: GABAL Verlag.