THE UNIVERSITY OF KASSEL

• 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

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 / 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