Business Management FT
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Conflict Management, Mediation & Negotiation

level of course unit


Learning outcomes of course unit

The students
• Recognize the need for communicative competence in conflict situations.
• Develop the ability to analyze conflicts and use them constructively.
• Know the essential negotiation models and techniques and can apply them successfully in specific situations.
• Know the essential cognitive and emotional influencing factors in negotiation processes.
• Can successfully mediate in conflict situations.
• Know the essential de-escalation and dialogue techniques within the framework of mediation procedures.

prerequisites and co-requisites

• Communication, Presentation & Rhetoric

course contents

Part A: Conflict management
• Communication models and conflict theories
• Phases of conflict transformation
• Tools for conflict resolution and prevention
• Case-related development of conflict solutions and agreements

Part B: Negotiation techniques
• Models, strategies and techniques of negotiation
• Behavioral aspects in bargaining/negotiation
• Role plays and case studies on real negotiation situations

Part C: Mediation
• Conflict escalation models
• Deescalation and dialogue techniques
• Methods of business mediation
• Case study of phases of the mediation process

recommended or required reading

Berning, D. (2017). Mediation und Konfliktkultur: Wie Top-Manager Konflikte lösen. Wiesbaden: Springer Verlag.
Fritzsche, T. (2016). Souverän verhandeln: Psychologische Strategien und Methoden. Bern. Hogrefe Verlag.
von Kanitz, A. (2018). Crashkurs Professionell Moderieren – inkl. Arbeitshilfen online. Freiburg: Haufe-Lexware.
Opresnik, M. O. (2014). Die Geheimnisse erfolgreicher Verhandlungsführung: Besser verhandeln – in jeder Beziehung. Berlin-Heidelberg: Springer Verlag.
Rabe, C. S., & Wode, M. (2014). Mediation: Grundlagen, Methoden, rechtlicher Rahmen. Berlin-Heidelberg: Springer Verlag.
Schienle, W., & Steinborn, A. (2016). Psychologisches Konfliktmanagement: Professionelles Handwerkszeug für Fach- und Führungskräfte. Wiesbaden: Springer Verlag.
Schwarz, G. (2014). Konfliktmanagement: Konflikte erkennen, analysieren, lösen. Wiesbaden: Springer Verlag.
Tröndle, J. (2018). Konfliktauflösung durch Selbstveränderung: Mediation als Subjektivierung. Wiesbaden: Springer Verlag.

assessment methods and criteria

final presentations

language of instruction


number of ECTS credits allocated


eLearning quota in percent


course-hours-per-week (chw)


planned learning activities and teaching methods

• The course is conducted with presence phases (deductive method, in which assistance is given in the learning process and knowledge is imparted via frontal lectures).
• In addition, the students will solve and present problems in group work, which will be discussed in the plenum.
• Selected exercises are used to develop conflict resolution skills as well as negotiation skills.

semester/trimester when the course unit is delivered


name of lecturer(s)

English version will be available soon

course unit code


type of course unit

integrated lecture

mode of delivery


work placement(s)

not applicable


Situm Mario
Prof. (FH) DDr. Mario Situm, MBA
Director of Studies Business Management
+43 5372 71819 147
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