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Recommended Reading

There is no single-defined course book for this module. Instead learning material will be provided throughout the course in the form of handouts, worksheets or online material. Here are some books that will be referred to:

Mastering change 

  • Adizes, Ichak. (1992): Mastering change: The power of mutual trust and respect in personal life, family life, business & society. 1st Edition. Santa Monica, CA: Adizes Institute.
  • Adizes, Ichak. (1985): How to solve the mismanagement crisis. Homewood, IL: Dow Jones/ Irwin (1979). Reprints by Adizes Institute.

The roles and styles of management

  • Adizes, Ichak. (2004) Management/Mismanagement styles: How to identify a style and what to do about it. Santa Barbara, CA: :The Adizes Institute Publications.
  • Adizes, Ichak (2004): The ideal executive: Why you cannot be one and what to do about it. Santa Barbara, CA: The Adizes Institute Publications.

Negotiation techniques:

  • Bond, Michael (2014): The Power of Others: Peer Pressure, Groupthink, and How the People Around Us Shape Everything We Do. London: Oneworld Publications.
  • Cialdini, Robert B (2006): influence: The Psychology of Persuasion (Collins Business Essentials). New York: Bantam.
  • Fischer, R. and Shapiro, D. (2006): Beyond Reason: Using Emotions as You Negotiate. London, UK: Penguin Books.
  • Fischer, R. and Ertel, D. (1995): Getting Ready to Negotiate (Penguin Business). London, UK: Penguin Books.
  • Frankel, Lois P. (2014): Nice Girls Don't Get the Corner Office: Unconscious Mistakes Women Make That Sabotage Their Careers (A NICE GIRLS Book). New York: Business Plus.
  • Harvard Business School Press (2006): Harvard Business Essentials, Decision Making: 5 Steps to Better Results. Brighton, MA: Harvard Business Review Press.
  • Harvard Business Review (2005): Power, Influence, and Persuasion: Sell Your Ideas and Make Things Happen (Harvard Business Essentials). Brighton, MA: Harvard Business Review Press.
  • Knaths, Marion (2009): Spiele mit der Macht: Wie Frauen sich durchsetzen. München: Piper Taschenbuch.
  • Laborde, Genie Z. (1995): Influencing with Integrity: Management Skills for Communication and Negotiation. Bancyfelin, Carmarthen: Crown House Publishing.
  • Lax, D. A. and Sebenius, J. K. (2006): 3-d Negotiation: Powerful Tools to Change the Game in Your Most Important Deals. Brighton, MA: Harvard Business Review Press.
  • Lewicki, R., Barry, B. and Saunders, D. (2009): Negotiation: Readings, Exercises and Cases. New York: McGraw-Hill Education.
  • Luecke, Richard (2003): Negotiation: Your Mentor and Guide to Doing Business Effectively (Harvard Business Essentials). Brighton, MA: Harvard Business Review Press.
  • Malhorta, D. and Bazerman, M. (2008): Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond. New York: Bantam.
  • Neffinger, J. and Kohut, M. (2014): Compelling People: The Hidden Qualities That Make Us Influential. London: Piatkus.
  • Ury, William (2006): Getting Past No: Negotiating in Difficult Situations: Negotiating with Difficult People. New York: Harper Business.


  • Hampden-Turner, C. and Trompenaars, F. (2012): Riding the Waves of Culture: Understanding Cultural Diversity in Business. London: N. Brealey Publishing.
  • Meyer, Erin (2014): The Culture Map: Breaking Through the Invisible Boundaries of Global Business. New York: PublicAffairs.


Images in header: Clipdealer

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