
THE UNIVERSITY OF KASSEL
3rd semester
Course descriptions
BUSINESS NEGOCIATION
- Introduction to negotiation management
- Characteristics of negotiations
- How to define success in negotiations
- The Harvard negotiation method
- Preparing a negotiation
- Distributive negotiations: how to deal with the basic techniques
- Integrative negotiations: how to enlarge the pie; how to manage effectively
- Win-win strategies: how to conduct an effective process
- Dealing with major obstacles: how to overcome ineffectiveness
- Electronic Negotiations
- Dealing with difficult people
- Dealing with foreigners
- Closing the deal
- Ethics
Dr. Katrin Zulauf
DISTRIBUTION AND PRICING IN THE INTERNET AGE
I. Distribution Management
- Fundamentals of Distribution.
- E-Commerce.
II. Price Management
- Fundamentals of Pricing.
- Pricing and the Internet.
III. The Relationship between Price and Distribution Management.
Prof. Reinhard Hünerberg
RESEARCH METHODS AND THESIS
PART-MODULE RESEARCH METHODS
-
Introduction to business and management research
-
Research philosophies and approaches, theories, and hypotheses testing
-
Methods of topic identification
-
Literature review – how it is done
-
Research design
-
Sample selection / sampling in virtual environments
-
Data collection methods (qualitative and quantitative)
-
Analysis methods (qualitative and quantitative)
-
Thesis writing and presentation
Prof. Ralf Wagner
PART-MODULE THESIS
- Tutoring (Group sessions).
- Development of final research approach, design and questions.
- Self-study.
- One-on-One sessions with tutor.
- Development of a final research exposé.
- Master Thesis and Presentation.
Prof. Ralf Wagner

PROGRAMME


REGISTRATION, INFORMATION AND ADMINISTRATION
IAE -Savoie Mont-Blanc
International Office
4, Chemin de Bellevue – BP 80439
F – 74944 Annecy-le-vieux cedex
Tel. : +33 (0) 450 09 24 94
All rights reserved © 2020 | designed by Lowe Marketing