+33 (0) 450 09 24 14 embs@univ-savoie.fr

THE UNIVERSITY OF KASSEL

3rd semester

Course descriptions

BUSINESS NEGOCIATION
  • Introduction to negotiation management.
  • Characteristics of negotiations.
  • How to define success in negotiations.
  • The chicken game.
  • The Harvard-Negotiation method.
  • Preparing the negotiation.
  • Single issue negotiations: how to deal with the basic techniques.
  • Multiple issue 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.
  • Dealing with difficult people.
  • Dealing with foreigners.
  • Closing the deal.

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.
  • 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

@Angela Wöhrmann

@Andreas Fischer

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 14

embs@univ-savoie.fr
www.iae.univ-savoie.fr

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