
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

PROGRAMME


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