Mag. Ulrich KOPETZKI

030015 KU Introduction to Negotiation


1 Stunde(n), 2 ECTS-Punkte


Prüfungsimmanente Lehrveranstaltung

Beschränkte Teilnehmerzahl: 20

Language: Englisch



Due to the highly interactive nature of this course, the number of participants is limited. To apply for this course, please

1) send an e-mail to, including your CV and a brief explanation as to why you would like to participate in this course (max. 1-2 paragraphs); AND, in addition,

2) register on a preliminary basis via u:space , any time before 26.09.2022.

Deadline for deregistration: Mon, 10.10.2022, at 23:59

In case you require an earlier notification on whether your application was successful (e.g. for the purpose of planning your course schedule), please indicate so in your application. 

Mon, 10.10.2022, 09:00-16:00 Seminarraum SEM63 Schottenbastei 10-16, Juridicum, 4.OG

Course days:

Monday, 10.10.2022, 09:00 - 16:00, Seminarraum SEM63 Schottenbastei 10-16, Juridicum, 4.OG
Monday, 17.10.2022, 13:00 - 16:30, Seminarraum SEM31 Schottenbastei 10-16, Juridicum, 3.OG

Please note that participation in both sessions is compulsory.

Aims, contents and method of the course

We negotiate every day – with potential employers, coworkers, roommates, landlords, parents, bosses, merchants, spouses, and service providers – determining what price we will pay, the amount of our salary and compensation, what movie to watch, and who will clean the kitchen… all of these are negotiations. Furthermore, lawyers regularly negotiate disputes to avoid costly legal proceedings and they negotiate deals to advance their clients’ business interests. Although negotiations are a ubiquitous part of our everyday lives, many of us know little about the strategy and psychology of effective negotiations. Why do we sometimes get our way, while other times we walk away feeling frustrated by our inability to achieve the agreement we desire?

Negotiation is the art and science of securing agreements between two or more interdependent parties who are both seeking to maximize their outcomes. It is a way of getting what you want from others through communication. This course provides you with the opportunity to develop your negotiation skills in a series of simulations and debriefings that engage a variety of negotiation processes in the contexts of deal making and dispute resolution. Each simulation has been chosen to highlight central concepts that underlie negotiation strategy. The course is designed to address a broad spectrum of negotiation problems that are faced by lawyers, managers and other professionals. It is also designed to complement the knowledge learned in other courses during your studies. A basic premise of this course is that while lawyers needs analytical skills to develop optimal solutions to problems, a broad array of negotiation skills is needed for these solutions to be accepted and implemented. Successful completion of this course will enable you to recognize, understand, and analyze essential concepts in negotiations.

The course is built around a series of negotiation exercises, which will be conducted in English. We will be negotiating on both days. While the class officially meets at scheduled course times, you may be asked to prepare outside class for certain negotiation exercises. We will debrief every negotiation in class.


Minimum requirements and assessment criteria

Your grade will be made up of:

· Attendance and participation in role play and class discussions: 60%

· Short paper: 40%

1. Attendance and Participation in Role Play and Class Discussions

Please note that full participation in both sessions is compulsory in order to successfully complete the course. If you fall ill, please contact the lecturer as soon as possible and provide a medical certificate.

The course is built around a series of negotiation exercises. When negotiating, you should try your hardest to get the best possible outcome for yourself or your group. You are not graded on the outcomes of your negotiations, but rather on the quality of your preparation prior to the negotiation and your participation in post-negotiation discussions. The reason you are not graded on your outcomes is to encourage you to experiment with different strategies and techniques.

Your participation in class discussion will be evaluated on the quality of your contributions and insights. After each negotiation exercise, a debriefing session will include sharing information about results, sharing information about strategies attempted, and sharing reactions to the process. Quality comments possess one or more of the following properties:

· Offer a different, unique, but relevant, perspective based on analysis and theory.

· Contribute to moving the discussion and analysis forward.

· Build upon the comments of your classmates.

· Link relevant concepts to current events or past class discussions.

At the end of each session, you may receive some negotiation exercise materials for the respective next session. You will be required to read these instructions outside class and in advance of the next session, so make sure to schedule some time (app. two hours) for the required reading and preparation after class.

You need to be prepared for each negotiation exercise in order to ensure the best learning experience for you and your classmates. Please read the instructions for each negotiation carefully and think about how you will approach the negotiation.

2. Written Exam 

You will be asked to write a short paper (not longer than app. 5 pages) after the course. You will receive further information on the required content of the paper during the course.


Reading list 

There is no required reading for this course, except for the negotiation exercises.

If you wish to deepen your understanding of negotiation practice and theory after the course, the following literature is recommended:

· Fisher, R., Ury, W., & Patton, B. (1991). Getting to Yes. New York: Penguin

· Thompson, Leigh (2014). The Mind and Heart of the negotiator (6th ed). Upper Saddle River, NJ: Prentice Hall