Communication at Dead End Negotiation and Mediation Approaches for Future Managers

Module Code
Module Coordinators
Alexander Dworschak
Thomas Scheuerl
Short Description
Prerequisite for a successful management style ist the competency in negotiation techniques and mediation. Theoretical aspects as well as practical cases and excercises will be developed to achieve common processes for successful negotions and conflict resolution
Learning Objectives

The students
•build an awareness of possible management styles and their impact
•have the ability to identify and assess disturbing factors and conflicts with potential employees
•have an extended view on state-of-the-art techniques for ne-gotiation and mediation
•have the ability to use communication and mediation tech-niques
•are in a position to plan, assist or guide negotiations and me-diation sessions

  • Identifying and addressing conflict situations at an early stage: Coaching, the new managment style Communication, Interferer and Supporter Escalation levels and possibilities for intervention
  • Negotiation- and Mediationtechniques a manager should be aware of and be able to use: Role change and rules Neutral mediation, that's how it works Confidence-building measures Five Phases of a mediation session
  • Managing negotiations and mediating in conflicts with concrete cases- practical experience in the role of moderator and mediator
  • Plan, initiate and realise negotiations and mediation
Duration in Semester
Instruction Language
Total Effort
3 CrP; an estimated 90 hours, of which approximately 30 are spent in class.
Weekly School Hours
Method of Instruction
Seminar 2 sppw
Requirements for the awarding of Credit Points
Oral exam
Evaluation Standard
according to examination regulations (§ 9)

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