Business Management FT
Apply Icon
Apply
now

Conflict Management, Mediation & Negotiation

level of course unit

Bachelor

Learning outcomes of course unit

The students
• Recognize the need for communicative competence in conflict situations.
• Develop the ability to analyze conflicts and use them constructively.
• Know the essential negotiation models and techniques and can apply them successfully in specific situations.
• Know the essential cognitive and emotional influencing factors in negotiation processes.
• Can successfully mediate in conflict situations.
• Know the essential de-escalation and dialogue techniques within the framework of mediation procedures.

prerequisites and co-requisites

• Communication, Presentation & Rhetoric

course contents

Part A: Conflict management
• Communication models and conflict theories
• Phases of conflict transformation
• Tools for conflict resolution and prevention
• Case-related development of conflict solutions and agreements

Part B: Negotiation techniques
• Models, strategies and techniques of negotiation
• Behavioral aspects in bargaining/negotiation
• Role plays and case studies on real negotiation situations

Part C: Mediation
• Conflict escalation models
• Deescalation and dialogue techniques
• Methods of business mediation
• Case study of phases of the mediation process

recommended or required reading

Berning, D. (2017). Mediation und Konfliktkultur: Wie Top-Manager Konflikte lösen. Wiesbaden: Springer Verlag.
Fritzsche, T. (2016). Souverän verhandeln: Psychologische Strategien und Methoden. Bern. Hogrefe Verlag.
von Kanitz, A. (2018). Crashkurs Professionell Moderieren – inkl. Arbeitshilfen online. Freiburg: Haufe-Lexware.
Opresnik, M. O. (2014). Die Geheimnisse erfolgreicher Verhandlungsführung: Besser verhandeln – in jeder Beziehung. Berlin-Heidelberg: Springer Verlag.
Rabe, C. S., & Wode, M. (2014). Mediation: Grundlagen, Methoden, rechtlicher Rahmen. Berlin-Heidelberg: Springer Verlag.
Schienle, W., & Steinborn, A. (2016). Psychologisches Konfliktmanagement: Professionelles Handswerkzeug für Fach- und Führungskräfte. Wiesbaden: Springer Verlag.
Schwarz, G. (2014). Konfliktmanagement: Konflikte erkennen, analysieren, lösen. Wiesbaden: Springer Verlag.
Tröndle, J. (2018). Konfliktauflösung durch Selbstveränderung: Mediation als Subjektivierung. Wiesbaden: Springer Verlag.

assessment methods and criteria

final presentations

language of instruction

German

number of ECTS credits allocated

3

course-hours-per-week (chw)

2

planned learning activities and teaching methods

• The course is conducted with presence phases (deductive method, in which assistance is given in the learning process and knowledge is imparted via frontal lectures).
• In addition, the students will solve and present problems in group work, which will be discussed in the plenum.
• Selected exercises are used to develop conflict resolution skills as well as negotiation skills.

semester/trimester when the course unit is delivered

3

name of lecturer(s)

English version will be available soon

course unit code

LEA 3

type of course unit

integrated lecture

mode of delivery

Compulsory

work placement(s)

not applicable