THE UNIVERSITY OF KASSEL

• 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

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

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