- Inter-faculty Studies in Bioinformatics and Systems Biology
- Bachelor's degree, first cycle programme, Computer Science
- Bachelor's degree, first cycle programme, Mathematics
- Master's degree, second cycle programme, Bioinformatics and Systems Biology
- Master's degree, second cycle programme, Computer Science
- Master's degree, second cycle programme, Mathematics
Art of Negotiation 2100-MON-ARNE-OG
The course “The Art of Negotiation” places particular emphasis on understanding the process of bargaining and negotiation and analyzes a variety of dispute settlement theories. Students will examine and compare the utility, efficiency, techniques, and tactics of various settlement procedures.
It consists of 15 classes (2 academic hours each):
1. Kick-off meeting - Introduction to the Art of Negotiation
2. Conflict – possible reasons of conflict, tools for conflict analysis, methods of dispute, circle of conflict
3. Methods of conflict resolution: court, arbitrage, force, pressure without using force, negotiation, mediation, administrative and legal decisions
4. Strategies of negotiation
5. Positional Strategy of Conflict Resolution, Basic Negotiation Terms and Basic Negotiation Principles
6. Interest-based Strategy of Conflict Resolution
7. Needs and Positions In Negotiation
8. Traps and Tricks in Negotiation Process
9. Effective Communication in Negotiation Process
10. Group Negotiations
11. Multi-Party Negotiation & Coalitions
12. Mediation as a Strategy for Alternative Dispute Resolution
13. Summary and revision
14. Exam
15. Analysis of the exam results
Type of course
Learning outcomes
K_W11: Knows and understands mechanisms of conflicts and dispute resolution processes; K_W12: Has a specialist knowledge of subjects of political communication and their relationships in terms of political conflicts; K_U12: Has developed skills to communicate adequately in the process of negotiation (presenting offers and statements, asking questions on needs and interests, defending positions); K_K01: Is ready to participate actively in the real negotiation; K_K02: Is ready to participate in building the institutionalised forms of activity of citizens using different methods of dispute resolution; K_K03: Can take active part in preparing and conducting group negotiations; K_K05: Identifies and solves correctly dilemmas connected with the applying correct strategy and method of negotiation; K_K06: Can manage a negotiation team
Assessment criteria
Assessment methods: evaluation of active participation in the course and a written exam (both test and open questions); Assessment criteria: students will have to give evidence (by discussing topics of each class, expressing opinions, obtaining a high score in the exam) of good knowledge of the course topics.
Practical placement
None
Bibliography
Getting to Yes: How to Negotiate Agreement Without Giving In, by Roger Fisher, William Ury, Bruce Patton, 2003
Getting Past No: Negotiating Your Way from Confrontation to Cooperation, by William Ury, 1993
A General Theory on Conflicts and Disputes, by Raymond Shonholtz, Partners for Democratic Change, Journal of Dispute Resolution, November 2003, Vol. 2003, No. 2, pgs 400-411.
The Mediation Process, by Christopher W. Moore, 2003
Additional information
Information on level of this course, year of study and semester when the course unit is delivered, types and amount of class hours - can be found in course structure diagrams of apropriate study programmes. This course is related to the following study programmes:
- Inter-faculty Studies in Bioinformatics and Systems Biology
- Bachelor's degree, first cycle programme, Computer Science
- Bachelor's degree, first cycle programme, Mathematics
- Master's degree, second cycle programme, Bioinformatics and Systems Biology
- Master's degree, second cycle programme, Computer Science
- Master's degree, second cycle programme, Mathematics
Additional information (registration calendar, class conductors, localization and schedules of classes), might be available in the USOSweb system: