Conflict, mediation, negotiations 2500-EN-S-63
Economic predictors of negotiation
Psychological aspects of negotiation
Emotions vs. Interests
Preparation to negotiation
Manipulation and defense against manipulation in negotiation
Distributive strategy in negotiation
Problem solving strategy in negotiation
Claiming value processes in negotiation
Creating value processes in negotiation
Traps and problems of combining claiming and creating value
processes during negotiation
Type of course
Learning outcomes
Knowledge:
Structure of a situation of negotiation.
Key negotiation strategies
Possible solutions of conflict
hardball tactics & methods of defense
Information necessary to gather before negotiation
Skills, how to:
prepare to negotiation;
conduct negotiation talks
how to deal with a difficult negotiator;
how to influence the other party’s perception of the
negotiated good;
how to concede in negotiation.
analyze the structure of a negotiation situation
defend against hardball tactics
achieve satisfying, win- win agreement
Assessment criteria
4 Homeworks – total 40%
◦ Preparation to negotiations (10%)
◦ Social influence (10%)
◦ Decisional biases (10%)
◦ Communication techniques (10%)
Class performance – 10%
Peer assessment of negotiation style – 10%
Multiple choice test – 40%
Presence in all classes is obligatory. In really difficult cases it might be
possible to negotiate very strenuous additional work.
Additional information
Additional information (registration calendar, class conductors, localization and schedules of classes), might be available in the USOSweb system: