Entrepreneurial and Ethical Decision Making

Department
  • Bachelor's program Digital Business & Software Engineering
Course unit code
  • IEL-B-3+5-WPM-IEL
Number of ECTS credits allocated
  • 5.0
Name of lecturer(s)
  • FH-Prof. Priv.-Doz. Dr. Siebert Johannes, FH-Prof. Priv.-Doz. Dr. Stöckl Thomas, Huter Lucas, BA MSc MA
Mode of delivery
  • blended learning
Recommended optional program components
  • none
Recommended or required reading
  • Berne, E. (1973). Games People Play: The Psychology of Human Relationships. Penguin UK.
    Ekman, P. (2001). Telling lies: clues to deceit in the marketplace, politics, and marriage. Norton.
    Ekman, P. (2007). Emotions revealed: Recognizing faces and feelings to improve communication and emotional life (2. ed.). Holt.
    Houston, P., Floyd, M., Carnicero, S., & Tennant, D. (2013). Spy the Lie: Former CIA Officers Teach You How to Detect Deception. St. Martin's Publishing Group.
    Voss, C., & Raz, T. (2017). Never Split the Difference: Negotiating as If Your Life Depended on it. Penguin Random House.
    Vrij, A. (2008). Detecting Lies and Deceit: Pitfalls and Opportunities. John Wiley & Sons.
Assessment methods and criteria
  • Homework
Level of course unit
  • Bachelor
Year of study
  • Fall 2025
Semester when the course unit is delivered
  • 5
Language of instruction
  • English
Learning outcomes of the course unit
  • Upon completion of this course, students will:
    1. Utilise psychological tools for deception detection: Apply psychological techniques to accurately detect deception in various contexts.
    2. Master voice skills: Command attention and convey authority by mastering pitch, depth, pace, and power in speech.
    3. Navigate interviews with confidence: Handle media interviews with assurance, effectively addressing tough questions from reporters and presenting a polished image.
    4. Reduce stress in public speaking: Employ strategies to mitigate stress and enhance composure during public speaking engagements.
    5. Enhance communication efficacy: Apply techniques to prevent conflicts and overcome communication challenges for smoother interactions in professional settings.
Course contents
  • 1. Lie Detection: Utilise emotional, cognitive, and semantic tools for effective deception detection.
    2. Voice Mastery: Develop voice skills by mastering pitch, depth, pace, and power.
    3. Camera-Ready Interviews: Navigate interviews with confidence, learning how to handle tough questions from reporters.
    4. Stress Reduction in Public Speaking: Learn strategies to reduce stress and enhance composure during public speaking engagements.
    5. (Optional) Psychological Games for Effective Communication: Explore techniques to prevent conflicts and overcome communication challenges for smoother interactions.
    6. (Optional) Several negotiation techniques: Learn proven tools from x-agents from CIA and FBI to establish rapport and find “black swans” in a conversation.
Planned learning activities and teaching methods
  • Interactive Workshops, Group Discussions, Simulation/gaming Exercises (optional) and Self-Reflection/Feedback.
    By integrating these learning activities and teaching methods, students will develop the necessary skills and knowledge to excel as emerging entrepreneurs and intrapreneurs in today's dynamic business landscape.
Work placement(s)
  • none

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