Syllabus overview (public)

Programme	Master in Management
Academic Year	Academic Year 2023/2024
Module/course Code	GX31
Delivery location	Berlin
Language	English
Course type	Elective courses 30h
Contact hours	30
ECTS	5
Level	5 (year post baccalaureate)
Semester	Spring
Module name	Selling & Negotiations
Field (Discipline)	Marketing
Academic Department	Marketing

Outline

Module/course Summary

​This is an intensified course on selling in general and business negotiations in particular. In management education, these areas are often neglected whereas they often decide about success or failure of a firm in the world of practical business. The course will take both a practical and a theoretical perspective on the issue. Theoretically we will build on established and state of the art insight from management research on selling and negotiations. Case study learning will help students to also prepare for the practical application of selling and negotiation activities in a practical business context.
Students will prepare group presentations on selected topics from the field.