Theory and practice of business strategies, tactics and techniques in German

  • Credits: 4
  • Ending: Examination
  • Range: 2C
  • Semester: summer
  • Year: 1
  • Faculty of Applied Languages

Teachers

Included in study programs

Foreign Languages and Intercultural Communication

Teaching results

Knowledge:
• acquiring specific rhetorical and stylistic expressions
• acquiring theoretical knowledge about effective strategies, tactics and techniques
Competencies:
• creative approach and critical thinking when dealing with intercultural business negotiations
• development of intercultural, professional and social competence
• effective leading of a business negotiation in regards to its formal structure
Skills:
• ability to use newly acquired specific and professional vocabulary
• ability to properly choose phraseological and rhetorical vocabulary
• use of German language fluently, correctly and professionally

Indicative content

1. Intercultural aspect of business negotiations
2. Complexity of intercultural business negotiations in their phases and subject matters
3. Theory – strategies, tactics, and techniques
4. Rhetorical, stylistic, and phraseological aspects in various phases of a business negotiation
5. Simulation of business negotiations in a form of case studies
6. Evaluation criteria for assessment of professional, content and language standards of learners

Support literature

1. LOEWENSTEIN, Julius. Rhetorik, Smalltalk, Schlagfertigkeit, Selbstbewustsein – Das große 4 in 1 Buch. Wie Sie die Kunst der Kommunikation, der Körpersprache und selbstbewusstes Auftreten erfolgreich meistern. Hamburg : J. Loewenstein Media GmbH, 2019
2. SCHRANNER, Matthias. Verhandeln im Grenzbereich. Strategien und Taktiken für schwierige Fälle. München : Econ UllsteinVerlag, 2010
3. WANNENWETSCH, Helmut. Erfolgreiche Verhandlungsführung in Einkauf und Logistik : Praxiserprobte Erfolgsstrategien und Wege zur Kostendeckung. Wiesbaden: Springer Verlag, 2013
4. HELMOVÁ, Milena. Gekonnt geschäftlich international verhandeln. Theorie und Praxis Erfolg bringender Strategien, Taktiken und Techniken. Bratislava : Ekonóm, 2019
Optional:
1. SCHEIBLE, Kurt G. Verhandeln. Alles, was Sie wissen müssen. Stuttgart : KGS Verlag, 2015
2. PORTNER, Jutta. Besser verhandeln. Das Trainingsbuch. Offenbach : Gabal Verlag, 2010
3. HELMOVÁ, Milena. Účinné stratégie a taktiky pre obchodné rokovanie. Bratislava : Ekonóm, 2019

Requirements to complete the course

Interim evaluation: 40%
Final evaluation: 60%

Student workload

Full-time study: 104h
26 hours – attendance at seminars
30 hours – preparation for seminars and for the interim evaluation
48 hours – preparation for the final exam

Language whose command is required to complete the course

German

Date of approval: 09.02.2023

Date of the latest change: 05.05.2022