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Root number
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419602 |
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Semester
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FS2026 |
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Type of course
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Lecture |
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Allocation to subject
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Business Administration |
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Type of exam
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not defined |
| Title |
The psychology and economics of negotiations |
| Description |
Negotiations are a central element of economic decision-making processes—within firms as well as in political, institutional, and private contexts. This course provides the economic foundations of strategic negotiation and systematically integrates them with empirical insights from behavioral economics and psychology.
The focus lies on game-theoretic models, concepts such as BATNA, ZOPA, coalition formation, and contingent agreements, as well as contemporary behavioral findings on decision-making and strategic influence. Students learn to analyze negotiation situations in a structured manner, identify integrative potential, and critically evaluate and strategically deploy empirical evidence.
The course is practice-oriented: Through numerous simulations, students directly apply theoretical concepts and reflect on their strategic and institutional implications. |
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ILIAS-Link (Learning resource for course)
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No registration/deregistration in CTS (Admission in ILIAS possible).
ILIAS
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Link to another web site
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| Lecturers |
Dr.
Sebastian Berger, Institute of Organization and Human Resource Management ✉
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ECTS
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3 |
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Recognition as optional course possible
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Yes |
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Grading
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1 to 6 |
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| Dates |
Friday 10:15-12:00 Weekly
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Friday 29/5/2026 17:00-18:00
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Wednesday 9/9/2026 12:30-13:30
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| Rooms |
Auditorium Maximum 110, Hauptgebäude H4
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| Students please consult the detailed view for complete information on dates, rooms and planned podcasts. |
User:
Öffentlicher Bereich
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