Chair of Organization Theory and Design


(Negotiation Management)

Bachelor lecture

Profiling field “Management Techniques and Ethics”

Prof. Dr. Thorsten Grenz


Topics of the lecture

Negotiations are constantly conducted in business life. This lecture focuses on the different parts of a negotiation process and provides the basics for a successful negotiation. Following subjects are being discussed: 

·         Preparation of negotiations

·         Organization of negotiations

·         Completion of negotiations


Further Information

Language of Instruction: German

Credit Points: 5

Form of teaching: lecture and tutorial


Detailed information, room numbers, times and dates of lectures, tutorials and exams will be published on “UnivIS” or “Olat” respectively.



Fisher, R., Ury, W. L., Patton, B. M., Das Harvard Konzept – Klassiker der Verhandlungs-technik, 23. Auflage, Frankfurt am Main 2009.

Voeth, M., Herbst, U., Verhandlungsmanagement – Planung, Steuerung und Analyse, Stuttgart 2009.



Dipl.-Kfm. Christian Kolls

Tel. 0431 880-2191