Doing Business in and with Western Europe
Module no./code, Module name
Module 5 / DBW, Doing Business in and with Western Europe
Type of module
Language(s) of instruction
Language(s) of examination
Courses of the module
|Name||Course type||Credit hours||Links|
|Doing Business in and with Western Europe||Seminaristischer Unterricht||5 Credit hours||n/a|
Prof. Dr. Björn Baltzer
changing teaching staff
Teaching and learning formats
Excursions, Tuition in Seminars and Project work (onsite or digital/virtual)
Together with Module 2, this module is the specialisation that the students choose. Students might decide to write a Master Thesis (Module 13) with a topic related to their chosen Focus Region.
Particular conditions for admission (to exam)
other exam (soP): Project work (A), Presentation (C) or Paper (F)
Decision and Announcement at the beginning of the semester
Attendance is condition for awarding CP
Condition for award of ECTS credits
- sonstige Prüfung (Studien-/Projektarbeit)
Weighting factor of module grade
Western Europe – Culture, History, Economy
- What is (Western) Europe (political, geographical, cultural definitions)
- History Part I:Overview of pre-modern (West) European history (from anquiquity to the middle ages)
- History Part II: From early modern period into the 20th century
- Europe today
- The European Union
- Trends in European Culture (including religion, philosophy et al.)
- Economic development and current situation
Theoretical Phase: The students learn the background of negotiation methodology and negotiation psychology in theory. This covers main negotiation principles and strategies, the importance of preparation, communication skills and a realistic goal setting to influence a positive negotiation result.
Practical Phase: The students have to prepare a negotiation concept based on a real case study. A face-to-face negotiation recorded on video and analyzed in the classroom to discuss and improve negotiation skills.
- Overview and key data
- The German Economy within Europe
- Current Economic Situation
- Germany as an international business location
- Germany’s productivity
After successfully completing this module, the students …
- understand the common characteristics as well as regional distinctions within Western Europe.
- are familiar with basic European history
- have an understanding of Western Europe’s current culture, society, politics and economy.
- learn negotiation strategies and tactics adequate for Western Europe
- know different negotiation situations (i.e. personally, by telephone, auctions…)
- have insights in the psychology of a negotiation situation
- know how to read bodies in negotiations
- understand the importance of preparing a negotiation
- can apply strategies to allocate roles in case of several participants avoiding possible conflicts
- can identify and implement strategies and tactics during the different phases of a negotiation (i.e. question technics, avoiding dead locks…)
- have insights into the industry structure of Western Europe
- understand the way of doing business in Western Europe
- have the capabilities to develop and implement different business models
- can execute the evaluation of a company and of an industry and summarize their findings in reports
Literature and other material
- T. C. W. Blanning (ed.): The Oxford Illustrated History of Modern Europe (latest edition).
- Davies, Norman: Europe - A History (latest edition).
- Molcho, Samy/Desmond, Morris: Body Language and Game Theory (latest edition).
- Fast, Julius/Evans, M: Body Language (latest edition).
- Information about the visited companies and additional readings will be handed out in class