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Business School – Bachelor's level (all)

Which courses are suitable for me?

If you are a Bachelor's student: You can choose your business courses from the bachelor's level courses only. Master's level courses are usually not open to Bachelor/undergraduate students. Exceptions can only be made if you are in your 4th year of an undergraduate program at the time you come to Mannheim. Your contact person is Ms. Annabel Müller (mueller bwl.uni-mannheim.de), departmental exchange coordinator at our Business School.

If you are a Master's/MBA student: You can choose Business courses from all master's level courses. Should your home university allow you to take selected bachelor's level courses, those are of course also open to you.

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Area Accounting and Taxation

ACC 403 Cost Accounting (Lecture)
EN
Lecture type:
Lecture
ECTS:
6.0 (Modul/e)
Course suitable for:
Language of instruction:
English
Hours per week:
2
Attendance:
Live & on-campus
Registration procedure:
This course does not have limited capacity. Registration via Portal 2 will be possible from January 17, 2022 and you will be admitted to the course by February 11, 2022.
Learning target:
This module provides students with an introduction to the concepts of costing and its role in management accounting. Upon completion of this module students will be able to explain the nature of costs, record costs, apply different techniques of cost compilation and evaluate cost control procedures. Students will learn how to solve cost accounting tasks in business practice and how cost behavior affects the provision of information for strategic and long-term decision making.
Examination achievement:
Written exam (90 min.)
Instructor(s):
Jannis Bischof
Date(s):
Monday  (weekly) 14.02.2022 – 28.03.202208:30 – 10:00SN 163 Manfred Lautenschläger Hörsaal; Schloss Schneckenhof Nord
Wednesday  (weekly) 16.02.2022 – 30.03.202210:15 – 11:45001.A Hörsaal; A 3 Bibl.,Hörsaalgebäude
Description:
  • Cost Terms and Purposes
  • Job Costing
  • Cost Allocation
  • Cost-Volume-Profit Analysis
  • Activity-Based Costing
  • Budgeting and Cost-Variance Analysis
  • Cost Behavior
  • Process Costing
  • Using Cost Accounting for Managerial Decision-Making
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ACC 451 Financial Accounting II : IFRS (Lecture)
EN
Lecture type:
Lecture
ECTS:
3.0 (Modul/e)
Course suitable for:
Language of instruction:
English
Hours per week:
2
Attendance:
Live & on-campus
Registration procedure:
This course does not have limited capacity. Registration via Portal 2 will be possible from January 17, 2022 and you will be admitted to the course by February 11, 2022.
Learning target:
Participants of the course gain an overview of the major concepts and methods in the field of international financial accounting. Students acquire detailed knowledge of accounting according to IFRS. Participants apply this knowledge to subject-specific issues. Based on the acquired knowledge, they are capable of analyzing and discussing further issues and coming up with solutions.
Recommended requirement:
Examination achievement:
Written exam (60 min.)
Instructor(s):
Sebastian Georg Kronenberger
Date(s):
Monday  (weekly) 14.02.2022 – 03.06.202217:15 – 18:45O 148 MVV Hörsaal; Schloss Ostflügel
Description:
The course Financial Accounting II covers international financial accounting as defined by the International Financial Reporting Standards (IFRS). In the lecture, individual standards will be presented in detail. The focus lies on the recognition and valuation of the annual statement. In particular, the lecture goes into detail about IAS 16 (Property, Plant & Equipment), IAS 38 (Intangible Assets), IAS 36 (Impairment of Assets), IAS 17 (Leases), as well as IAS 37 (Provisions, Contingent Liabilities and Contingent Assets).
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ACC 452 Rapid Decarbonization: Challenges and Opportunities for Business (Lecture)
EN
Lecture type:
Lecture
ECTS:
3.0 (Modul/e)
Course suitable for:
Language of instruction:
English
Hours per week:
4
Attendance:
On-campus and online, live
Registration procedure:
This course has limited capacity. It is mandatory that you register via Portal2. You can register anytime during the official course registration period (January 17 – February 10, 2022). The time of your registration is not relevant as seats are not assigned on a first-come, first-served basis.
Learning target:
Participants get acquainted with the main challenges and opportunities companies experi-ence on their way towards a net-zero carbon footprint. They learn both theoretical econom-ic concepts central to this transition as well as recent practical developments and tools. They will also gain experience with analyzing case studies.
Recommended requirement:
Examination achievement:
Written exam
Instructor(s):
Gunther Glenk, Stefan Reichelstein, Ekaterina Savchenko
Date(s):
Tuesday  (weekly) 05.04.2022 – 31.05.202215:30 – 17:00O 135 Saal der starken Marken Hörsaal; Schloss Ostflügel
Tuesday  (weekly) 05.04.2022 – 31.05.202217:15 – 18:45O 135 Saal der starken Marken Hörsaal; Schloss Ostflügel
Thursday  (weekly) 07.04.2022 – 02.06.202215:30 – 17:00O 135 Saal der starken Marken Hörsaal; Schloss Ostflügel
Thursday  (weekly) 07.04.2022 – 02.06.202217:15 – 18:45O 135 Saal der starken Marken Hörsaal; Schloss Ostflügel
Tuesday  (single date) 07.06.202215:30 – 17:00
Description:
This course is aimed at bachelor students in business administration, economics and related disciplines. It provides an overview of the challenges and opportunities that companies face in the transition towards a decarbonized energy economy. This involves an introduction to the microeconomic theory of corporate decarbonisation efforts as well as the review of re-cent developments in practice. Particular topics covered in this course include:

1) Carbon Emissions and Carbon Regulations
Externalities and the Tragedy of the Commons, regulatory policies, carbon pricing mecha-nisms including carbon taxes and cap-and-trade systems.

2) Corporate Decarbonization Initiatives
Voluntary pledges by firms around the globe to reduce their carbon footprints and the costs, benefits and credibility of such pledges. We also discuss stakeholder pressure and alternative measurement systems to account for carbon footprints, including the role of carbon offsets and credits.

3) Competitive Analysis of Emerging Climate Technologies
Conduct competitive analyses for emerging climate technologies including i) renewable power generation, ii) energy storage, and iii) carbon removal technologies. We also discuss the role of life-cycle cost measures and the value creation of climate technologies in differ-ent market environments.

4) Bringing Low-carbon Products and Production Processes to Market
The economic opportunities for replacing fossil fuels by carbon free-energy carriers and products in multiple sectors of the economy. In particular, the course examines the ra-tionale for decarbonizing transportation services through increasing reliance on zero emis-sion vehicles.

5) Climate-tech Entrepreneurship and Project Finance
Recent patterns of successful climate-tech start. From business plans to tapping into alter-native financing sources including venture capital, impact investors and tax equity investors.

Course lectures will be complemented by case studies.
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Grundlagen des externen Rechnungswesens (Lecture)
DE
Lecture type:
Lecture
ECTS:
6.0 (Modul/e)
Course suitable for:
Language of instruction:
German
Hours per week:
2
Attendance:
Live & on-campus
Learning target:
The students acquire well-founded knowledge of accounting and accounting techniques, as well as a fundamental understanding of the principles of orderly book-keeping (GoB).
Based on relevant business transactions, the double entry book-keeping system is presented and applied to concrete applications in practice. Students can individually book business transactions as well as apply the necessary techniques to both open and close the respective accounts.
Within the exercise and tutorial classes, students look more deeply into the topics covered in the lecture.
Recommended requirement:
Examination achievement:
Written exam (90 min.)
Instructor(s):
Davud Rostam-Afschar
Date(s):
Monday  (weekly) 14.02.2022 – 03.06.202212:00 – 13:30001.A Hörsaal; A 3 Bibl.,Hörsaalgebäude
Description:
  • • Introduction to accounting
  1. Inventory and balance sheet
  2. Business transactions not affecting and affecting profit and loss
  • Accounting principles and book-keeping techniques
  1. Goods traffic
  2. Value-added tax
  3. Acquisition costs
  4. Revenues and payment transactions
  5. Personnel expenditure
  6. Amortization of fixed and current assets
  7. Accruals and deferrals
  8. Provisions
  • Production costs and income statement
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Grundlagen des externen Rechnungswesens (Lecture)
DE
Lecture type:
Lecture
ECTS:
6.0 (Modul/e)
Course suitable for:
Language of instruction:
German
Hours per week:
2
Attendance:
Live & on-campus
Learning target:
The students acquire well-founded knowledge of accounting and accounting techniques, as well as a fundamental understanding of the principles of orderly book-keeping (GoB).
Based on relevant business transactions, the double entry book-keeping system is presented and applied to concrete applications in practice. Students can individually book business transactions as well as apply the necessary techniques to both open and close the respective accounts.
Within the exercise and tutorial classes, students look more deeply into the topics covered in the lecture.
Recommended requirement:
Examination achievement:
Written exam (90 min.)
Instructor(s):
Davud Rostam-Afschar
Date(s):
Tuesday  (weekly) 15.02.2022 – 31.05.202215:30 – 17:00SO 108 Hörsaal; Schloss Schneckenhof Ost
Description:
  • • Introduction to accounting
  1. Inventory and balance sheet
  2. Business transactions not affecting and affecting profit and loss
  • Accounting principles and book-keeping techniques
  1. Goods traffic
  2. Value-added tax
  3. Acquisition costs
  4. Revenues and payment transactions
  5. Personnel expenditure
  6. Amortization of fixed and current assets
  7. Accruals and deferrals
  8. Provisions
  • Production costs and income statement
More information
Internes Rechnungswesen (Lecture)
DE
Lecture type:
Lecture
ECTS:
6.0 (Modul/e)
Course suitable for:
Language of instruction:
German
Hours per week:
2
Attendance:
Live & on-campus
Learning target:
Students become familiar with the fundamental concepts of Management Accounting. They can retrace the accounting flow and independently solve calculations from the field of cost and profit accounting, as well as correctly interpret the results of the calculations. Furthermore, the students can manage accounting problems from corporate practice.
Recommended requirement:
Examination achievement:
Written exam (90 min.)
Instructor(s):
Sebastian Georg Kronenberger
Date(s):
Monday  (weekly) 14.02.2022 – 03.06.202213:45 – 15:15SN 163 Manfred Lautenschläger Hörsaal; Schloss Schneckenhof Nord
Description:
  • Basic terms of cost and profit accounting
  • Calculation, cost center  and cost type accounting
  • Cost schedule and cost function
  • Profit and loss account
  • Break even analysis
  • Cost information for operative decisions and deviation analysis
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Internes Rechnungswesen (Lecture)
DE
Lecture type:
Lecture
ECTS:
6.0 (Modul/e)
Course suitable for:
Language of instruction:
German
Hours per week:
2
Attendance:
Learning target:
Students become familiar with the fundamental concepts of Management Accounting. They can retrace the accounting flow and independently solve calculations from the field of cost and profit accounting, as well as correctly interpret the results of the calculations. Furthermore, the students can manage accounting problems from corporate practice.
Recommended requirement:
Examination achievement:
Written exam (90 min.)
Instructor(s):
Sebastian Georg Kronenberger
Date(s):
Wednesday  (weekly) 16.02.2022 – 01.06.202212:00 – 13:30SN 163 Manfred Lautenschläger Hörsaal; Schloss Schneckenhof Nord
Description:
  • Basic terms of cost and profit accounting
  • Calculation, cost center  and cost type accounting
  • Cost schedule and cost function
  • Profit and loss account
  • Break even analysis
  • Cost information for operative decisions and deviation analysis
More information
TAX 450 Taxation of multinational firms (Lecture)
EN
Lecture type:
Lecture
ECTS:
3.0 (Modul/e)
Course suitable for:
Language of instruction:
English
Hours per week:
2
Attendance:
Live & on-campus
Registration procedure:
This course does not have limited capacity. Registration via Portal 2 will be possible from January 17, 2022 and you will be admitted to the course by February 11, 2022.
Learning target:
•    Understand why taxation matters and how the different elements of the tax code might affect firms decision behavior;
•    Learn about the heterogeneity of tax regimes by looking at some illustrative examples from the Asia Pacific Region and Europe
•    Understand and evaluate the consequences of taxation when undertaking cross-border transactions;
•    Learn about the basic principles of international taxation
•    Identify the key tax issues that affect the tax burden of international investments
•    Analyse basic tax planning structures related to financing strategies and holding companies
•    Understand what the recent BEPS (base erosion and profit shifting) debate is about and why Google, Amazon etc. achieve extremely low tax rates
•    Learn what countries are doing or plan to do to address aggressive tax plannin
Examination achievement:
Written exam (60 min.)
Instructor(s):
Katharina Nicolay
Description:
Multinational groups operate globally and are thus faced with heterogeneous taxation frameworks. On the one hand, this is a compliance issue but on the other hand it can be shown empirically, that firms also adjust their behavior (e.g. locations choices, investment choices, capital structure) accordingly. In this context taxes (tax rates and the definition of the tax base) are one decision factor between other business or economic determinants. This knowledge, in return, is relevant for policy makers trying to attract foreign direct investments by offering attractive tax systems. Due to the mobility of capital, complex cross-border group structures, and little harmonization in tax codes, the tax competition by countries as well as tax planning activities of firms can lead to a situation where multinational groups pay very little taxes. This might light to an erosion of the tax revenue as well as to competition distortions towards domestic firms.

In this course, we start by having a look at different tax systems in the world and in particular in the Asian Pacific region and Europe. By studying these examples, we will get some insights into the heterogeneity of tax systems and we will also discuss how these regulations matter for firms’ decision making. In a next step, we will particularly focus on the taxation of cross-border transactions which are common for multinational firms. We will learn, how double taxation could arise and we will look at the guiding principles of international taxation to avoid this double taxation. Finally, based on this, we will study several stylized tax planning strategies for cross-border investments. In this context case studies (e.g. cross-border financing and implementation of holding companies) are used to illustrate the impact of tax planning strategies on tax payments. In particular, we look at the prominent examples of Apple and Google and how they achieve extremely low overall tax rates. Since fiscal authorities increasingly introduced anti-avoidance regulations that should limit aggressive tax planning, we will finally discuss how these regulations work and why or why not they might be effective. Here we will also draw a link towards the ongoing OECD debate on countermeasures against base erosion and profit shifting
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TAX 451 Case Study Competition on Tax Transparency (Lecture)
EN
Lecture type:
Lecture
ECTS:
3.0 (Modul/e)
Course suitable for:
Language of instruction:
English
Hours per week:
1
Attendance:
Online, live & recorded
Registration procedure:

Information for ENGAGE.EU students:
In your ENGAGE.EU application, please describe in two sentences why you would like to participate in the case study.

Information for regular exchange students:
This course has limited capacity and a special registration procedure. Students can register for (binding) course participation via email to Leonie Fischer (leonie.fischer zew.de) or Sarah Winter (swinter mail.uni-mannheim.de) including the following information:

  • transcript and CV or
  • transcript and two sentences about your motivation to participate in the case study.
The registration deadline is February 10, 2022.
Learning target:
After completing this course, students will be able to
  • Understand and analyze current topics on tax transparency, including its relevance, political dimension and practical implementation.
  • Understand and discuss different perspectives on tax transparency.
  • Create a professional presentation to communicate the results of the case study in a persuasive way.
Recommended requirement:
Examination achievement:
Written elaboration and presentation of a case study
Instructor(s):
Christoph Spengel, Sarah Marie Winter
Date(s):
Tuesday  (single date) 22.02.202210:15 – 11:45ZOOM-Lehre-044; Virtuelles Gebäude
Wednesday  (single date) 02.03.202211:00 – 12:00ZOOM-Lehre-041; Virtuelles Gebäude
Tuesday  (single date) 22.03.202208:30 – 10:00ZOOM-Lehre-040; Virtuelles Gebäude
Wednesday  (single date) 04.05.202213:00 – 19:30ZOOM-Lehre-040; Virtuelles Gebäude
Description:
Several leaks, including the “Panama Papers”, and public outrage about excessive profit shifting of taxable profits by global corporations have turned taxation into a reputational issue for businesses. Also, on the political agenda, tax transparency has been gaining importance and regulations in that field have increased substantially world-wide.

This course, offered jointly with a well-known tax advisory firm, gives an overview of current topics in the field of tax transparency. Students will elaborate on the guiding principles and implementation of a supra-national initiative, e.g. the European Council Directive “DAC6” mandating the reporting of aggressive tax planning arrangements, the Country-by-Country Reporting or the automatic exchange of tax information.

The participants will form groups of three to five students and analyze the implementation of a supra-national initiative in a specific country.  The results will be presented in class. In a subsequent group discussion, the fundamental deviations in the local implementations are compared and elaborated in the light of the circumstances of the respective countries. In this way, students gain insights into the political dimension of taxation and into the comparably new field of tax transparency while simultaneously enhancing their presentation skills. In addition, students will also receive individual feedback from a mentor.
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Area Banking, Finance and Insurance

FIN 301 Investments and Asset Pricing (Lecture)
EN
Lecture type:
Lecture
ECTS:
6.0 (Modul/e)
Course suitable for:
Language of instruction:
English
Hours per week:
2
Attendance:
Live & on-campus
Registration procedure:
This course does not have limited capacity. Registration via Portal 2 will be possible from January 17, 2022 and you will be admitted to the course by February 11, 2022.
Learning target:
Participants of this partial module are able to analyze and judge price movements on the financial and other asset markets. They should be able to independently valuate stocks and bonds under standard prerequisites with the help of widely-used practical models. Furthermore, the participants will learn to correctly apply methods of capital asset pricing to analyze portfolio decisions as the consideration of risks and return assumption and to distinguish between systematic and diversifiable risks.
Examination achievement:
Written exam (90 min.)
Instructor(s):
Oliver Spalt, Erik Theissen
Date(s):
Tuesday  (weekly) 15.02.2022 – 31.05.202208:30 – 10:00SO 108 Hörsaal; Schloss Schneckenhof Ost
Description:
  • Investment decisions (cash value, internal interest rate)
  • Interest yield and risk (portfolio theory)
  • Capital costs during insecurities (CAPM, APT)
  • Corporate governance, agency problems and behavioral finance
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FIN 301 Investments and Asset Pricing (Lecture)
EN
Lecture type:
Lecture
ECTS:
6.0 (Modul/e)
Course suitable for:
Language of instruction:
English
Hours per week:
2
Attendance:
Live & on-campus
Registration procedure:
This course does not have limited capacity. Registration via Portal 2 will be possible from January 17, 2022 and you will be admitted to the course by February 11, 2022.
Learning target:
Participants of this partial module are able to analyze and judge price movements on the financial and other asset markets. They should be able to independently valuate stocks and bonds under standard prerequisites with the help of widely-used practical models. Furthermore, the participants will learn to correctly apply methods of capital asset pricing to analyze portfolio decisions as the consideration of risks and return assumption and to distinguish between systematic and diversifiable risks.
Examination achievement:
Written exam (90 min.)
Instructor(s):
Oliver Spalt, Erik Theissen
Date(s):
Tuesday  (weekly) 15.02.2022 – 31.05.202210:15 – 11:45SN 163 Manfred Lautenschläger Hörsaal; Schloss Schneckenhof Nord
Description:
  • Investment decisions (cash value, internal interest rate)
  • Interest yield and risk (portfolio theory)
  • Capital costs during insecurities (CAPM, APT)
  • Corporate governance, agency problems and behavioral finance
More information
FIN 452 Corporate Governance (Lecture)
EN
Lecture type:
Lecture
ECTS:
3.0
Course suitable for:
Language of instruction:
English
Hours per week:
2
Attendance:
Online, live & recorded
Registration procedure:
This course has limited capacity. It is mandatory that you register via Portal2. You can register anytime during the official course registration period (January 17 – February 10, 2022). The time of your registration is not relevant as seats are not assigned on a first-come, first-served basis.
Learning target:
After participating in this course, students should be able to:
1.    Describe the world’s main corporate governance systems, understand the differences among them and compare them to each other.
2.    Distinguish between internal and external corporate governance factors and understand how they interact.
3.    Identify the constituents of good and poor corporate governance.
4.    Solve case studies in the field of corporate governance and apply knowledge to different cases.
5.    Apply analytical and critical thinking skills when evaluating corporate governance problems and their solutions.
Recommended requirement:
Examination achievement:
Homework and presentation (20%)
Student paper, including classroom presentation (80%)
Instructor(s):
Iram Ansari, Alexandra Niessen-Ruenzi, Chia-Yi Yen
Date(s):
Thursday  (block date) 03.03.202210:15 – 13:30
Thursday  (block date) 10.03.202210:15 – 13:30
Thursday  (block date) 17.03.202210:15 – 11:45
Thursday  (block date) 24.03.202210:15 – 13:30
Thursday  (block date) 31.03.202210:15 – 11:45
Friday  (block date) 20.05.202210:00 – 16:00
Friday  (block date) 27.05.202210:00 – 16:00
Description:
This course studies critical issues in corporate governance. It starts by defining corporate governance and looking at how different governance systems evolved around the globe. Special emphasis will be on corporate governance systems in the U.S. and Germany. We will analyze how new regulations (Sarbanes-Oxley and Dodd-Frank) emerged as a result of various corporate governance scandals (e.g., Enron). The second part of the course consists of an in-depth analysis of selected internal and external governance mechanisms. Examples are the board of directors and executive compensation contracts. We will also discuss various corporate governance case studies.
The course is on the undergraduate level. It will be based on academic research papers and students will work in teams to prepare their own case study on a particular company.
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FIN 453 Alternative Investments from an Institutional Investor's Perspective (Lecture)
EN
Lecture type:
Lecture
ECTS:
3.0 (Modul/e)
Course suitable for:
Language of instruction:
English
Hours per week:
2
Attendance:
Live & on-campus
Registration procedure:
This course has limited capacity. It is mandatory that you register via Portal2. You can register anytime during the official course registration period (January 17 – February 10, 2022). The time of your registration is not relevant as seats are not assigned on a first-come, first-served basis.
Learning target:
Upon successful completion of this course, students
•    develop an understanding of important issues in institutional investments, especially in so called alternative asset classes like private equity, private debt, investments in infrastructure projects, hedge funds strategies and real estate investments.
•    understand these asset classes and their related challenges for investors.
•    learn how institutional investors are organized and how they act in the capital mar-kets.
Recommended requirement:
Examination achievement:
Written Exam (60 min)
Instructor(s):
Kai Mäckle
Date(s):
Tuesday  (weekly) 15.02.2022 – 31.05.202217:15 – 18:45O 048 Seminarraum; Schloss Ostflügel
Description:
Institutional investors like pension funds, insurance companies, or sovereign wealth funds administrate sizeable asset portfolios and invest in a broad scope of asset classes. This course will focus on so called alternative asset classes like private equity, private debt, in-vestments in infrastructure projects, hedge funds strategies and real estate investments. These asset classes become more and more important for investors in the context of a low interest environment. The role of these asset classes in an institutional portfolio and the challenges of investing will be explained. The organizational set-up and other structural re-quirements of institutional investors will also be discussed.
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FIN 454 Sustainable Investing Veranstaltung (Lecture)
EN
Lecture type:
Lecture
ECTS:
3.0 (Modul/e)
Course suitable for:
Language of instruction:
English
Hours per week:
2
Attendance:
Live & on-campus
Learning target:
After participating in this course, students should be able to:
  • Describe the main relevant players and their roles in the investment management industry.
  • Explain the basic concepts of the portfolio theory as well as structures and processes in asset management.
  • Identify and critically discuss the differences between active and passive asset management, and explain the main building blocks for passive investing.
  • Analyse and assess different concepts for sustainable investing and apply knowledge to different schemas and case studies.
Examination achievement:
Exam
Instructor(s):
Alexandra Niessen-Ruenzi, Chia-Yi Yen
Date(s):
Tuesday  (weekly) 15.02.2022 – 31.05.202210:15 – 11:45O 142 Engelhorn Hörsaal; Schloss Ostflügel
Description:
What can investors do against global warming and for gender equality? Sustainable investing was in the past a press subject mostly, but not embedded deeply in the investment industry. More recently, sustainable investing was taking-off. Now a wide zoo of buzz words emerged, i.e. “green investing”, “carbon neutral investing”, “socially responsible investing”. But do they all fit the purpose?
The course is systematically building the foundation for understanding and assessing sustainable investing. To do so, the investment ecosystem as a whole and the fundamentals of the portfolio management process and theory will be introduced. Active and passive asset management will be explained and compared. Finally, different approaches to sustainability concepts will be categorized and their inclusion in the asset management process discussed.
The course is on the undergraduate level.
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FIN 455 Financial Markets and Human Capital Veranstaltung_1 (Lecture)
EN
Lecture type:
Lecture
ECTS:
3.0 (Modul/e)
Course suitable for:
Language of instruction:
English
Hours per week:
2
Attendance:
Live & on-campus
Registration procedure:
This course has limited capacity. It is mandatory that you register via Portal2. You can register anytime during the official course registration period (January 17 – February 10, 2022). The time of your registration is not relevant as seats are not assigned on a first-come, first-served basis.
Learning target:
After successfully completing this course, students should be able to do the following:
•    Assess business situations that affect the labor force and understand what is special about human capital.
•    Analyze the relationship between firms' labor force (e.g., commitment to employ-ment insurance, difficulties in attracting and retaining employees, job satisfaction) and how financial markets relate to these decisions (valuation, choice of ownership, capital structure).
•    Understand how the markets for key employees (top and middle managers, CEOs, di-rectors, innovators) are organized, and why they sometimes feature sky-rocketing levels and complex structures of compensation.
•    Evaluate how financial transactions like buyouts, mergers and acquisitions, and re-capitalizations affect employees and the composition and compensation of firms' la-bor force.
•    Assess the composition of the workforce, and when diversity of skills and opinions is useful and when it is harmful for decision-making and firm value.
•    Develop a toolbox of theoretical concepts relevant for analyzing human capital issues (and beyond).
•    Gain sound knowledge of empirical facts that are not yet available in a comprehen-sive written textbook or survey format.
•    Ground ethical discussions of firms' human resource policies in a sound understand-ing of theory and empirical facts.
Recommended requirement:
Instructor(s):
Ernst Maug
Date(s):
Thursday  (weekly) 17.02.2022 – 02.06.202215:30 – 17:00O 133 KPMG Hörsaal; Schloss Ostflügel
Description:
The organization of markets have changed significantly in recent decades. Transaction costs in capital markets have declined, and now provide firms with much better access to private equity, venture capital, and tailorized products. Product markets have internationalized and resulted in more complex and widely distributed supply chains. And labor markets have been affected by the trend towards the gig economy and firms’ increased reliance on inno-vation and intangible assets. The last aspect is key, because we need to ask how firms can develop a competitive advantage if their key assets are employees whose human capital they cannot control. All these developments have a significant impact on how firms are managed, owned, financed, and organized.
This course surveys and discusses recent findings on the interface between financial markets and firms’ employees and their human capital. Much of the textbook discussions in various subfields of business and economics is still based on traditional paradigms, which view firms as collection of physical assets that generate cash flows, and which see financial markets as mainly occupied with valuing and distributing these cash flows. Yet, recent research has moved on from this paradigm and recognizes that this traditional conception is in serious need of overhaul, but much of this change in thinking and many of these new findings have not found their way into business education. This course is intended to fill this gap.
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Area Information Systems

IS 301 Foundations of Information Systems (Lecture)
EN
Lecture type:
Lecture
ECTS:
6.0 (Modul/e)
Course suitable for:
Language of instruction:
English
Hours per week:
2
Attendance:
On-campus and online, live & recorded
Learning target:
Students are able to explain the interplay of information technologies, human beings and organizations. They comprehend how information systems are structured and are able to explain the basic functionalities of computer and database systems. Students know the different approaches for the development of information systems and know the basic techniques for the analysis of demands and the design of information systems. They understand the operative and strategic processes for the management of information systems. (LG 1)

They are aware of the factors influencing the development and management of information systems, the perspectives of different stakeholders, and can evaluate related decisions. (LG 2)
Students are able to analyze requests expressed in natural language and translate them into structured database queries (LG 3). They can analyze requirements for an information system and can present them in a structured format, especially using behavior and structure diagrams (LG 4).
Examination achievement:
Written exam (90 min.)
Instructor(s):
Florian Tobias Pethig
Date(s):
Thursday  (weekly) 17.02.2022 – 02.06.202212:00 – 13:30
Description:
  • Introduction and basic definitions in the field of information systems as well as design and structure of information systems
  • Technological Foundations: hardware and software components, basic functionalities of computer systems and networks, basics of database systems
  • Development of information systems: project management and development processes, selected methods for analysis and design
  • Management of information systems: IT Management Framework, Business/IT Alignment, IT Organization, IS Investment, IS Adoption
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IS 401 Integrated Information Systems (Lecture)
EN
Lecture type:
Lecture
ECTS:
6.0
Course suitable for:
Language of instruction:
English
Hours per week:
2
Learning target:
After attending the lecture, exercises and tutorials students are able to:
  • Model complex business processes based on popular modelling techniques
  • Discuss the requirements, characteristics and effects of integrated information systems in industrial companies, including complex process interdependencies
  • Complete basic tasks from different functional areas in a wide-spread integrated information system.
Examination achievement:
Written exam (90 min.)
Instructor(s):
Armin Heinzl, Pascal Christoph Kunz
Date(s):
Thursday  (weekly) 17.02.2022 – 24.03.202213:45 – 17:00SO 108 Hörsaal; Schloss Schneckenhof Ost
Description:
This course first outlines the basics of data and business process modelling based on wide-spread approaches such as entity relationship diagrams, event-driven process chains (EPC), and business process model and notation (BPMN). The remainder of the course then focuses on the use and purpose of integrated information systems across different functional areas in industrial companies. Finally, basics of management support systems such as business intelligence systems are addressed.

Outline:
  • Business Process Modelling
  • Application Systems in
  1. Research and Development
  2. Marketing and Sales
  3. Procurement and Warehousing
  4. Production
  5. Shipping and Customer Service
  6. Finance, Accounting, HR
  • Planning and Control Systems

Literature:
  • Mertens et al.: Grundzüge der Wirtschaftsinformatik, 7. Aufl., Springer 2001
  • Mertens: Integrierte Informationsverarbeitung, 2 Bde., Bd.1, Operative Systeme in der Industrie, 16. Aufl., Gabler 2007
  • Wigand et al.: Introduction to Business Information Systems, Springer 2003
More information
IS 451 Technical Fundamentals of Information Systems (Lecture)
EN
Lecture type:
Lecture
ECTS:
3.0
Course suitable for:
Language of instruction:
English
Hours per week:
2
Registration procedure:
Please register for this course on Portal 2 after your enrollment, you will be directly admitted.
Learning target:
After participating in this course, students should be able to explain how computers process data, understand the basic components of programs and data structures and apply them to simple problems, understand and analyze algorithms.
Recommended requirement:
Examination achievement:
Written exam (45 min.)
Instructor(s):
Christian Becker, Melanie Heck
Date(s):
Tuesday  (weekly) 15.02.2022 – 31.05.202212:00 – 13:30O 148 MVV Hörsaal; Schloss Ostflügel
Description:
This course studies the technical basics of information systems. It addresses students who want to gain technical knowledge of information systems for IT-related jobs or Master stud-ies. The lecture covers the basic principles of a computer’s operations and programming, and gives an introduction to standard algorithms and data structures.
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Area Management

MAN 401 Organization and Human Resource Management (Lecture)
EN
Lecture type:
Lecture
ECTS:
6.0 (Modul/e)
Course suitable for:
Language of instruction:
English
Hours per week:
2
Attendance:
On-campus and online, live
Registration procedure:
Please register for this course on Portal 2 after your enrollment, you will be directly admitted.
Learning target:
Students are able to understand and independently convey the presented concepts and contents as well as analyze them critically. By the end of the course, students will be able to apply their newly gained knowledge in practical situations. In this relation, they are able to understand the various management functions as well as their connections.
Examination achievement:
Written Exams (2 x 45 min.)
Instructor(s):
Karin Hoisl, Torsten Biemann, Claudia Rossetti, Leo Schmallenbach
Date(s):
Tuesday  (weekly) 15.02.2022 – 31.05.202213:45 – 15:15SO 108 Hörsaal; Schloss Schneckenhof Ost
Tuesday  (weekly) 15.02.2022 – 31.05.202213:45 – 15:15
Description:
The lecture is based on the lecture MAN 301 and mediates the continuative topics and problems for management. Knowledge which is required for management will be mediated.

Behavior in Organizations
Development of motivation and satisfaction in individuals in organizations; development of  behavior in, by and between groups; development of corporate cultures and how they influence the behavior of individuals

Organization
Organizational structures and processes as well as their transformation

Human Resource Management
Students are supposed to understand the goals and fields of activity of human resource management as both a strategic and operative management function as well as learn about methods to evaluate human resource interventions.

The following topics are discussed:
Introduction to the human resource environment; personnel selection; performance management; Compensation; Employee Relations; Leadership
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MAN 451 Einführung in das Nonprofit Management (Lecture)
DE
Lecture type:
Lecture
ECTS:
3.0
Course suitable for:
Language of instruction:
German
Hours per week:
2
Attendance:
Live & on-campus
Learning target:
By the end of the module students will be able to:
•    illustrate the economic relevance of the nonprofit sector,
•    explain the particularities of nonprofit management,
•    apply general management methods in the nonprofit sector,
•    describe the development of specific concepts for NPOs,
•    explain hypotheses and findings in the field of nonprofit management.
Moreover, the key competence working with academic papers shall be acquired.
Recommended requirement:
Examination achievement:
Written exam and case study
Instructor(s):
Bernd Helmig, Julia Ulrike Herzum
Date(s):
Thursday  (weekly) 17.02.2022 – 07.04.202212:00 – 13:30O 151 Hans Luik Hörssal; Schloss Ostflügel
Description:
This module gives an introduction to the management of nonprofit organisations (NPOs). First, the nonprofit sector is described and analyzed, including topics like the relevance of the sector and its various activity fields. In the following, nonprofit management is reviewed within the functions of nonprofit governance and leadership, nonprofit human resource management, nonprofit marketing, fundraising management, nonprofit accounting and finance. Thus, this module provides a theoretical foundation for the management of NPOs. The peculiarities of nonprofit management as opposed to “forprofit” management are developed and analyzed. Possibilities and limits concerning the applicability of general management methods and concepts to NPOs are detected. Scientific research pertaining to nonprofit management is discussed and practical examples, cases and project work are presented.
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MAN 452 Einführung in das Public Management (Lecture w/ Exercise)
DE
Lecture type:
Lecture w/ Exercise
ECTS:
3.0
Course suitable for:
Language of instruction:
German
Hours per week:
2
Attendance:
Live & on-campus
Learning target:
At the end of the course, students should be able to:
•    explain contingencies as well as theoretical foundations of public management,
•    describe possibilities and limitations of transferring business and market-oriented instruments to public administrations,
•    discuss contents of current reform movements.
Moreover, key competences such as presentation competence, working with academic papers and team competences shall be acquired.
Recommended requirement:
Examination achievement:
Exam and/or presentation and/or written project/seminar work
Instructor(s):
Martin Christian Georg Sievert
Date(s):
Wednesday  (weekly) 16.02.2022 – 30.03.202210:15 – 13:30O 133 KPMG Hörsaal; Schloss Ostflügel
Description:
In this module, we elaborate on contingencies and theoretical foundations of public management. The objective of this course is to apply a management perspective on public service delivery. We particularly focus on public administrations and public private partnerships as important actors in this regard. From a functional point of view, we analyze  human resource management and organization of public sector entities. In this context, we discuss the application of management instruments in public administrations against the background of current reform movements in the public sector.
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MAN 453 Thinking Beyond Boxes – Advance your Startup (Lecture)
EN
Lecture type:
Lecture
ECTS:
3
Course suitable for:
Language of instruction:
English
Hours per week:
2
Attendance:
Live & on-campus
Registration procedure:
Please register via Portal2 for both the MAN 453 lecture and exercise prior to the MAN 453 Kick-off. To take part in this course you need an advanced startup idea and pre-approval from the course administrator that your project qualifies. Please contact us via e-mail with your pitchdeck before the Kick-off.
Learning target:
The course fosters the further development of your own entrepreneurial project. You will acquire and deepen your entrepreneurial skills. We start by a brief recap of the basic con-cepts and connections of creativity, entrepreneurial thinking and innovation. Most im-portantly, you will further advance your pitch deck and the business plan of your already ex-isting the startup project. Growing your presentation skills is essential to pitch your startup in front of an expert jury on demo day by the end of the course.
Literature:

Please find readings on the MAN 453 course website: https://www.mcei.de/teaching/undergraduate/man-453

Instructor(s):
Thomas Friedrich Karl Hipp, Nora Zybura, Bettina Müller, Robert Shahin Dehghan
Date(s):
Saturday  (single date) 19.02.202210:00 – 18:00001 Hörsaal; L 9, 1–2
Wednesday  (single date) 16.03.202217:00 – 18:00001 Hörsaal; L 9, 1–2
Tuesday  (single date) 24.05.202210:00 – 14:00
Tuesday  (single date) 24.05.202219:30 – 22:00
Description:
The course encourages the further development of student business ideas from all faculties of the University of Mannheim. In the course format, students develop their own already existing business ideas individually or as a start-up team (after consultation). Milestones tai-lored to each startup are set at the beginning of the course. Coaching by MCEI employees to develop innovative products and services is ensured throughout the semester. The MCEI DesignLAB offers the student founders room for the further realization of their projects. In a workshop at the start of the course, basic tools for business model development and how to reach investment readiness (angel financing, VC) will be taught. At demo day by then end of class, the startups will pitch in front of experts and investors.

Students who do not have an advanced business idea yet should follow MAN 450 Entrepre-neurship, Innovation and Business Model Design instead
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MAN 454 Science for Future – How Scientific Research can support Sustainable Development (Lecture)
EN
Lecture type:
Lecture
ECTS:
3.0
Course suitable for:
Language of instruction:
English
Attendance:
On-campus and online, live & recorded
Registration procedure:
It is mandatory that you register via Portal2 after your arrival. You can register anytime during the official course registration period from 3rd to 13th of February 2020. The time of your registration is not relevant as seats are not assigned on a first-come, first-served basis. Further information will be provided during orientation week.
Learning target:
The lecture series is intended to provide insights into the variety of research that Mannheim scientists are engaging in that is related to the topic of sustainable development. It also aims to raise awareness for the potential of scientific research to contribute to sustainable development.
Recommended requirement:
Examination achievement:
Every presenter will prepare two exam questions which will be put together to form a pool of questions from which the final exam will be crafted. The exam will be a 60 minutes written exam.
Instructor(s):
Laura Edinger-Schons, Christina Lara Kannegießer
Date(s):
Tuesday  (weekly) 15.02.2022 – 31.05.202215:30 – 17:00M 003 PWC Hörsaal; Schloss Mittelbau
Description:
The goal of this interdisciplinary lecture series is to raise awareness for the potential of scientific research to contribute to sustainable development as defined in the United Nations Sustainable Development Goals. Mannheim-based researchers from various disciplines including economics, psychology, history, political science, philosophy, information systems, and business management (amongst others) will present cutting-edge research or basic knowledge on sustainability-related topics. The lecture series is open to students from all Bachelor programs. The lecture series will comprise 6 sessions with 12 talks (i.e., always 2 talks on one day) with approx. 60 minutes presentation, 30 minutes discussion per talk.
More information
MAN 456 Digital Entrepreneurship and Virtual Crowd Campaign Management: Navigating Dreams, Social Links, and Sustainability (Lecture)
EN
Lecture type:
Lecture
ECTS:
3.0 (Modul/e)
Course suitable for:
Language of instruction:
English
Hours per week:
2
Registration procedure:
For information on the registration procedure for this course, please see the chair’s website: https://www.mcei.de/teaching/undergraduate/man-450
Learning target:
Students are capable to
• understand core concepts of digital entrepreneurship, especially a digital customer inter-face and crowd interaction and have explored, developed, and fostered their own digital entrepreneurship capabilities,
• sense and develop own entrepreneurial ideas,
• craft a crowd-campaign and a business plan for a digital start-up,
• present and discuss their concept in front of an expert jury.
Examination achievement:
Virtual pitch, campaign- & business plan
Instructor(s):
Jan-Philipp Ahrens, Baris Istipliler
Description:
This practical and virtual course familiarizes students with concepts of digital entrepreneur-ship, especially in crowd interaction, and fosters capabilities in digital entrepreneurship. Students are encouraged to develop an own start-up idea for a virtual, sustainable, or social product (B-to-C) with a purely digital customer interface, as well as to turn this idea via a crowd-campaign plan and a business plan into reality. The course is flanked via impulses of experts from practice.
More information
Management für Nebenfachstudierende (Lecture)
DE
Lecture type:
Lecture
ECTS:
6
Course suitable for:
Language of instruction:
German
Hours per week:
2
Attendance:
Learning target:
By the end of the module students will be able to:
  • explain the importance and the historical development of management, and of the academic discipline of management,
  • explain the theoretical and conceptual foundations of management, and to apply them to real life examples,
  • explain the process of management including its functions planning and control, organization, human resources, and leadership,
  • understand the conflict between management and ethics, and to explain problems resulting therefrom,
  • explain current challenges (e. g. internationalisation) and areas (e. g. public and non-profit management) in the field of management.
Recommended requirement:
Examination achievement:
Written exam (90 min.)
Instructor(s):
Bernd Helmig
Date(s):
Monday  (weekly) 14.02.2022 – 30.05.202217:15 – 18:45001.A Hörsaal; A 3 Bibl.,Hörsaalgebäude
Description:
This introductory course provides students who chose business administration as a minor subject with the fundamental understanding of management of organizations. First, the lecture gives an overview about the importance of management in general, and it highlights its relevance as an academic discipline. Furthermore, it discusses its theoretical and conceptual foundations, and elaborates on the management functions planning and control, organization, human resources, and leadership. Working on the topics management and ethics, international management, nonprofit management and public management, the course illustrates current challenges in the field of management.
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Area Marketing

MKT 301 Designing the Marketing Mix (Lecture)
DE
Lecture type:
Lecture
ECTS:
6.0 (Modul/e)
Course suitable for:
Language of instruction:
German
Hours per week:
2
Attendance:
Live & on-campus
Registration procedure:
Please register for this course on Portal 2 after your enrollment, you will be directly admitted.
Learning target:
Students gain a thorough overview on the relevant questions and functions in marketing. They can choose and apply suitable concepts and methods in order to solve typical marketing challenges and problems. They have a profound understanding of causal relationships and are able to solve problems quantitatively when appropriate data is available. In solving and presenting a team case study, students also improve their analytical, presentation, and teamworking skills.
Recommended requirement:
Examination achievement:
Written exam (90 min.)
Preliminary course work: Case study presentations (in groups) as mandatory prerequisite for written exam
Instructor(s):
Christian Homburg
Date(s):
Monday  (weekly) 14.02.2022 – 03.06.202215:30 – 17:00SO 108 Hörsaal; Schloss Schneckenhof Ost
Thursday  (weekly) 17.02.2022 – 02.06.202208:30 – 10:00SO 108 Hörsaal; Schloss Schneckenhof Ost
Description:
  • General basics
  • Theoretical perspective: introduction to consumer behavior
  • Information-related perspective: the fundamentals of market research
  • Instrumental perspective:
  1. the fundamentals of product management
  2. the fundamentals of price management
  3. the fundamentals of communication management
  4. the fundamentals of sales management
More information
MKT 351 Marketing Management Decisions (Intensive seminar)
EN
Lecture type:
Intensive seminar
ECTS:
6.0
Course suitable for:
Language of instruction:
English
Hours per week:
2
Attendance:
Live & on-campus
Registration procedure:

This course has limited capacity. It is mandatory that you register via Portal2. You can register anytime during the official course registration period (January 17 – February 10, 2022). The time of your registration is not relevant as seats are not assigned on a first-come, first-served basis.

More information on the course format is available on the website of the responsible chair.

Learning target:
This course has two specific learning objectives:

1. Develop an appreciation for the inherently strategic nature of marketing function and for the role marketing decisions play in corporate and business strategy.

2. Strengthen your ability to justify and support your marketing decisions through relevant information acquisition and analysis.
Literature:
Background reading:
Homburg, Christian, Sabine Kuester, and Harley Krohmer (2013), Marketing Management – A Contemporary Perspective, McGraw-Hill, London.

The book is available for purchase at regular and online bookstores. Further, the Mannheim University Library holds a number of copies for rent.
Examination achievement:
Final Exam (100%)
Instructor(s):
Moritz Tischer
Date(s):
Tuesday  (single date) 29.03.202209:00 – 17:00001 Hörsaal; L 9, 1–2
Wednesday  (single date) 30.03.202209:00 – 17:00001 Hörsaal; L 9, 1–2
Thursday  (single date) 31.03.202209:00 – 17:00001 Hörsaal; L 9, 1–2
Description:
This course investigates marketing from a managerial perspective, focusing on the planning and development of strategic marketing programs. We will discuss marketing concepts and learn how to design the marketing mix.
More information
MKT 401 Strategic Marketing and Marketing in Specific Industry Contexts (Lecture)
EN
Lecture type:
Lecture
ECTS:
6.0
Course suitable for:
Language of instruction:
English
Hours per week:
2
Registration procedure:
Please register for this course on Portal 2 after your enrollment, you will be directly admitted.
Learning target:
Students are able to apply marketing-specific knowledge, to identify and address strategic challenges and those resulting from institutional industry contexts (services, B2C, B2B, in-ternational and digital markets).
Students are aware of cultural differences and characteristics and understand their influences on corporate processes and marketing.
Students understand ethical and social implications of corporate decisions.
Students understand the strategic and institutional perspectives and will be able to develop and implement marketing strategies.

 
Recommended requirement:
Literature:
  • Lecture reader
  • Homburg, Christian, Kuester, Sabine, and Harley  Krohmer (2013) , Marketing Management  – A Contemporary  Perspective  (second edition) , McGraw – Hill Higher Education , London
Examination achievement:
Written exam (90 min.); participation in simulation
Instructor(s):
Sabine Kuester, Angeliki Kalogeraki, Alexander Rupertus, Kjell Herzig
Date(s):
Monday  (weekly) 14.02.2022 – 21.03.202213:45 – 15:15SO 108 Hörsaal; Schloss Schneckenhof Ost
Wednesday  (weekly) 16.02.2022 – 23.03.202212:00 – 13:30SO 108 Hörsaal; Schloss Schneckenhof Ost
Description:
•    Marketing strategy
•    Marketing in specific contexts (service, business-to-consumer marketing, business-to-business marketing, international marketing, and digital marketing)
•    Customer segmentation, positioning and targeting


 
More information
MKT 450 Marketing Communications (Lecture)
EN
Lecture type:
Lecture
ECTS:
3.0
Course suitable for:
Language of instruction:
English
Attendance:
Live & on-campus
Learning target:
The students understand what Marketing Communications is and how it works.
The students understand the different process steps of marketing communications (planning, organization, execution, monitoring of communication actions).
The students know the various aspects and perspectives of marketing communications (i.a., advertising, public relations, sponsoring, sales promotion, direct marketing).
The students develop the ability to criticize various communication instruments and their application.
 
Recommended requirement:
Examination achievement:
Written exam (60 min.)
Instructor(s):
Maximilian Gärth, Florian Kraus
Date(s):
Friday  (weekly) 18.02.2022 – 25.03.202210:15 – 13:30SN 163 Manfred Lautenschläger Hörsaal; Schloss Schneckenhof Nord
Description:
Marketing communications is concerned with the methods, processes, meanings, perceptions and actions associated with the ways in which organizations (and their brands) engage with their target audiences.
The lecture covers all elements of the communications mix, including advertising, public relations, sponsorship, sales promotion, direct marketing, point-of-purchase communications, exhibitions, and personal selling.
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Area Operations Management

OPM 450 Decision-Making Tools for Managing Operations (Lecture w/ Exercise)
EN
Lecture type:
Lecture w/ Exercise
ECTS:
3.0 (Modul/e)
Course suitable for:
Language of instruction:
English
Hours per week:
2
Attendance:
Live & on-campus
Registration procedure:
Please register for this course on Portal 2 after your enrollment, you will be directly admitted.
Learning target:
Students will
•    get an advanced understanding of the challenging operations-related decisions and problems in practice,
•    learn about concepts and state-of-the-art tools for analyzing complex decision situa-tions and for systematically evaluating options in operations management,
•    enhance problem structuring, modeling and analytical skills.
Recommended requirement:
Examination achievement:
Computer-based final exam (60min)
Instructor(s):
Cornelia Schön-Peterson, Oliver Vetter
Date(s):
Wednesday  (weekly) 16.02.2022 – 30.03.202210:15 – 13:30SO 318 Seminarraum; Schloss Schneckenhof Ost
Description:
Many organizations and even industries such as health care or education suffer significant consequences due to demand–supply mismatches. The underlying managerial and opera-tions-related decisions are often very complex, involving many alternatives with different impact, and trade-offs between key performance measures (e.g., profit, cost, quality, and environmental impact) must be made.

This course provides managerial concepts and advanced analytical tools to help make “bet-ter” decisions and manage operations more effectively such that they are aligned with the overall strategic objectives. In particular, we will create models and use software such as state-of the-art spreadsheet tools to analyze and solve different operations-related man-agement problems typically arising in practice. The methods and tools taught in the course have become invaluable aids to informed decision making in order to improve processes, save resources, and create value.

Applications cover a broad range of industries, such as air and railway transport, retailing, public services, health care, manufacturing, etc. The course pursues an active-learning ap-proach including lecture-style class sessions and computer-based exercises.
More information
OPM 452 Processes and Strategies of Negotiation (Lecture)
EN
Lecture type:
Lecture
ECTS:
3.0 (Modul/e)
Course suitable for:
Language of instruction:
English
Attendance:
Live & on-campus
Registration procedure:
This course has limited capacity. It is mandatory that you register via Portal2. You can register anytime during the official course registration period (January 17 – February 10, 2022). The time of your registration is not relevant as seats are not assigned on a first-come, first-served basis.
Learning target:
This course is recommended for anyone seeking an introduction to negotiation theory and practice. It is not primarily a “training camp” to enhance individual bargaining skills. The main objective is to learn the economic and psychological mechanisms underlying negotiations, in order to analyze and effectively tackle negotiation problems. Starting from the key concepts and principles that guide negotiations, participants will learn:
•    how to strategically analyze negotiation situations and to develop comprehensive negotiation plans,
•    how to identify opportunities and barriers to creating and claiming value,
•    how to avoid negotiation “sand traps” and to take advantage of negotiation tactics to influence and deal with difficult negotiation counterparts.
Recommended requirement:
Examination achievement:
Assignment (30%) and written exam (70%)
Instructor(s):
Christoph Bode, Davide Burkhart
Date(s):
Friday  (single date) 25.02.202208:30 – 13:30SN 169 Röchling Hörsaal; Schloss Schneckenhof Nord
Friday  (single date) 04.03.202208:30 – 13:30SN 169 Röchling Hörsaal; Schloss Schneckenhof Nord
Friday  (single date) 11.03.202208:30 – 13:30SN 169 Röchling Hörsaal; Schloss Schneckenhof Nord
Friday  (single date) 18.03.202208:30 – 13:30SN 169 Röchling Hörsaal; Schloss Schneckenhof Nord
Description:
Negotiations occur in situations when it is impossible to attain one’s goals without the cooperation of others. Such situations arise in all areas of business and the ability to manage them successfully rests on a combination of appropriate analytical knowledge and practical skills. This course provides the theoretical background and the practical tools of negotiations. The content is relevant to a broad spectrum of application domains, but a special emphasis is put on negotiations in the procurement context.
The course addresses the general principles of the negotiation process from pre-bargaining stages (interests, BATNAs) all the way to deal closure. This includes distributive bargaining (zero-sum games) and integrative bargaining (positive-sum games), hard vs. soft negotiation styles and associated influence techniques, mixed motive bargaining, power/dependence differentials and fairness, reputation and repeated interactions, and human-related issues (perceptions, emotions, communication).
The course consists of integrated lectures, cases, and negotiation simulations
More information

Additional Courses (Non-Area-Specific/Soft Skills)

Micropolitics and Negotiation (Lecture)
EN
Lecture type:
Lecture
ECTS:
4.0
Course suitable for:
Language of instruction:
English
Hours per week:
2
Attendance:
Online, live
Registration procedure:
This course has limited capacity. It is mandatory that you register via Portal2. You can register anytime during the official course registration period (January 17 – February 10, 2022). The time of your registration is not relevant as seats are not assigned on a first-come, first-served basis.
Learning target:
Students understand the importance of developing micropolitical skills for effective leadership in the workplace. After successful completion of this class, students are able to
  • understand the theoretical concepts of micropolitics.
  • know the basic concepts of negotiation and are able to reflect on the different approaches of negotiations.
  • apply practical steps of bargaining.
  • understand and reflect on the impact of (inter-)cultural dimensions in negotiations.
Instructor(s):
Ingo Bayer, Christina Vonhoff
Date(s):
Monday  (weekly) 21.02.2022 – 30.05.202212:00 – 13:30
Description:
This class introduces the underlying theoretical concepts of micropolitics and discusses the application of these concepts in different contexts:
  • Agenda Setting
  • Mapping the Political Terrain
  • Networking and Coalition Building
  • Bargaining and Negotiation
Different approaches of negotiations will be analyzed. Guest speakers will offer practical insights on negotiations in different contexts. The (inter-)cultural dimension and its impact on negotiations will be discussed in class.
More information

Contact Business School

Annabel Müller, M.Sc.

Annabel Müller, M.Sc.

Manager International Affairs & Incoming Student Advisor
At the moment, I can’t be reached via phone. Please schedule an online appointment.
University of Mannheim
Dean's Office Business School
Schloss – Room EO 388 (3rd floor)
68161 Mannheim
E-mail: annabel.mueller uni-mannheim.de
Consultation hour(s):
Please note: Only online consultations are offered currently. Please make an appointment at https://www.bwl.uni-mannheim.de/en/online-consultation/annabel-mueller/
Photo credit: Benjamin Ebner
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