Modulhandbuch (Module manual)

M.184.2114 Global Business Essentials
(Negotiation: Theory and Techniques in a Global Economy)

Koordinator (coordinator):	Prof. Dr. Lena Steinhoff
Ansprechpartner (contact):	Andrea Hampel (andrea.hampel[at]uni-paderborn.de)
Credits:	5 ECTS
Workload:	150 Std (h)
Semesterturnus (semester cycle):	SoSe
Studiensemester (study semester):	3-6
Dauer in Semestern (duration in semesters):	1

Lehrveranstaltungen (courses):
	Nummer / Name (number / title)	Art (type)	Kontaktzeit (contact time)	Selbststudium (self-study)	Status (P/WP) (status)	Gruppengröße (group size)
a)	K.184.21141 / Global Business Essentials	Block	60 Std (h)	90 Std (h)	P	30 TN (PART)
Wahlmöglichkeiten innerhalb des Moduls (Options within the module):
Keine

Empfohlene Voraussetzungen (prerequisites):
Zur Zeit sind keine Voraussetzungen bekannt. (No conditions are known.)

Inhalte (short description):
This module familiarizes students with the theoretical background and practical application of key instruments required to succeed in global business, such as negotiation and presentation. Almost all business revenue generated flows through effective negotiations and presentations, yet these activities are often poorly understood and even more poorly practiced. The module introduces students to the theoretical concepts underlying strong negotiations and presentations. Beyond, students will be provided with a set of practical tools to use when they next find themselves in the role of a negotiator or presenter. Throughout the course, they will practically apply the concepts and tools and thus train their negotiation and presentation skills. All contents will be discussed in the context of global business, appreciating the role of culture and enhancing cultural awareness when interacting with business partners across the globe.

Inhalte (short description):

This module familiarizes students with the theoretical background and practical application of key instruments required to succeed in global business, such as negotiation and presentation. Almost all business revenue generated flows through effective negotiations and presentations, yet these activities are often poorly understood and even more poorly practiced. The module introduces students to the theoretical concepts underlying strong negotiations and presentations. Beyond, students will be provided with a set of practical tools to use when they next find themselves in the role of a negotiator or presenter. Throughout the course, they will practically apply the concepts and tools and thus train their negotiation and presentation skills. All contents will be discussed in the context of global business, appreciating the role of culture and enhancing cultural awareness when interacting with business partners across the globe.

Lernergebnisse (learning outcomes):

Fachkompetenz Wissen (professional expertise):
Studierende... Students … understand the underlying process of negotiation and presentation gain the knowledge and techniques necessary to create impact in negotiating processes and presentation settings
Fachkompetenz Fertigkeit (practical professional and academic skills):
Studierende... Students … build practical negotiation and presentation skills necessary to function in a global business environment develop an understanding for purposefully selecting context-specific negotiation and presentation strategies
Personale Kompetenz / Sozial (individual competences / social skills):
Studierende... Students … improve their written and oral communication skills in English develop negotiation, presentation, and team working skills
Personale Kompetenz / Selbstständigkeit (individual competences / ability to perform autonomously):
Studierende... Students … gather knowledge on how to effectively negotiate and apply that knowledge to different situations gather knowledge on how to effectively present and apply that knowledge to different situations

Prüfungsleistungen (examinations)
Art der Modulprüfung (type of modul examination): Modulteilprüfungen
	Art der Prüfung (type of examination)	Umfang (extent)	Gewichtung (weighting)
a)	Besondere Form der Leistungserbringung. Details siehe Prüfungsumfang 1	In-class negotiation cases and written reports	40.00 %
b)	Gruppenarbeit	2-page managerial guide and 30-minute in-class presentation	40.00 %
c)	Besondere Form der Leistungserbringung. Details siehe Prüfungsumfang 3	Short online quizzes and written assignments	20.00 %

Studienleistung / qualifizierte Teilnahme (module participation requirements)
Nein

Voraussetzungen für die Teilnahme an Prüfungen (formal requirements for participating in examinations)
Keine

Voraussetzungen für die Vergabe von Credits (formal requirements for granting credit points)
Die Vergabe der Credits erfolgt, wenn die Modulnote mindestens „ausreichend“ ist

Gewichtung für Gesamtnote (calculation of overall grade)
Das Modul wird mit der doppelten Anzahl seiner Credits gewichtet (Faktor: 2)

Verwendung des Moduls in den Studiengängen (The module can be selected in the following degree programmes)
B.Sc. International Business Studies, B.Sc. Wirtschaftsinformatik, B.Sc. Wirtschaftswissenschaften B.Sc. Wirtschaftswissenschaften B.Sc. Wirtschaftsinformatik B.Sc. International Business Studies

Umfang QT (participation requirements):

Lernmaterialien, Literaturangaben (learning material, literature):
Teaching and reading materials will be provided at the beginning of the course.

Teilnehmerbegrenzung (participant limit):
Keine

Sonstige Hinweise (additional information):

The module is taught by our guest professor Prof. James A. Eckert, Ph.D. from Western Michigan University. The language of instruction is English.

The module will take place as a block course on the following dates:

Tuesday, May 9, 2023, 10:00 am – 06:00 pm

Monday, May 15, 2023, 09:00 am – 05:00 pm

Tuesday, May 16, 2023, 09:00 am – 05:00 pm

Wednesday, May 17, 2023, 09:00 am – 05:00 pm

Tuesday, May 23, 2023, 09:00 am – 05:00 pm

Wednesday, May 24, 2023, 09:00 am – 05:00 pm

Thursday, May 25, 2023, 09:00 am – 05:00 pm

Please note that attendance of the block course sessions is mandatory to participate in the module.

The module is limited to 20 participants. Please register for the module in PAUL and check the participant and waiting lists published on the website of the Faculty of Business Administration and Economics. Please note that attendance of the introductory session is mandatory for all students who want to participate in the module (from both the participant list and the waiting list). Students who are absent from the introductory session will be withdrawn from the participant and waiting lists and deregistered from the module unless they gave upfront notice to us (via e-mail to andrea.hampel[at]uni-paderborn.de) that they cannot attend the session but still want to participate in the module.

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