Negotiating Techniques 2600-MSFRz1TN
Conflict and negotiations
1. costs and benefits of conflict
2. types of conflict
3. conflict of interests
4.strategies (styles) of conflict resolution
5. definition of negotiations
6. when to bargain…
7. types of interests
8. prisoner’s dilemma
Negotiations preparation (interests analysis, alternatives, BATNA, negotiative issues, criteria, propositions (bargaining mix), opening proposal, communication, commitments, parties relationships).
Strategies, tactics and techniques in negotiations.
Practicing and discussing following subjects:
• negotiations’ openning – formal and courtesy; negotiative anchor and interests
• distributive bargaining; cooperation
• role of concessions
• revealing information
• communication (listening, talking, asking questions)
• talking about interests
• how to break a deadlock and avoid flop
• „golden bridge”
• steps for reaching agreement
• break in negotiations
• creative negotiations
• ways of perceiving negotiative situation
• building an advantage (negotiative diamond)
Type of course
Managerial work requires dealing with others which more and more means negotiations. The course aims to improve the understanding of conflict and negotiations among participants as well as practicing their negotiating skills. The course creates the opportunity to identify individual strengths and weaknesses in the negotiator role. At the same time the course provides a conceptual framework to diagnose problems in negotiations.
participation in workshops
Myśliwiec, Grzegorz (2001) Techniki i triki negocjacyjne. Warszawa: Wydawnictwo Efekt.
Rządca, Robert A. (2003) Negocjacje w interesach, Warszawa: PWE. Shell, Richard G. (2006). Bargaining for Advantage. Negotiation Strategies for Resonable People. Penguin Books.
Additional information (registration calendar, class conductors, localization and schedules of classes), might be available in the USOSweb system: