(in Polish) Negocjacje 2400-M1ABNEG
The aim of the course is to develop knowledge and practical skills in the field of negotiation in a business environment. The classes present negotiation as a process of economic decision-making that requires data analysis, understanding of the parties' interests and effective communication. Students learn how to design negotiation strategies, argue based on data, and evaluate the effects of negotiations from the perspective of value, costs, and risk. The programme combines elements of negotiation theory with practical workshops – negotiation game simulations and business case studies.
Course programme:
1. Effective communication in a business environment
barriers and limitations in organisational communication; principles of effective communication within a team and with external partners; verbal, paraverbal and non-verbal communication in the context of economic relations; effective persuasion based on data and arguments; the art of compromise and accepting criticism in decision-making processes.
2. Rationality in negotiations and decision analysis
negotiations as a process of economic decision-making; analysis of the interests and economic values of the parties; bounded rationality and heuristics in negotiation processes; psychological and cognitive aspects of decisions; satisfaction with negotiations and its measurement as an indicator of the effectiveness of an agreement.
3. Conflict resolution in organisations and market relations
the nature and causes of economic and organisational conflicts; types of conflicts of interest; behaviour of market participants in situations of dispute; styles and techniques of conflict management; conflict management in project teams and between organisations.
4. Negotiation strategies and tactics in business
negotiation strategies: positional, problem-solving, cooperative and competitive; overcoming resistance and deadlocks; persuasion and social influence in commercial negotiations; negotiation tactics based on data analysis and offer value; the ethical dimension of economic negotiations.
5. Preparing and conducting business negotiations
the negotiation process model from an economic perspective; stakeholder analysis and negotiation metagame; preparing for negotiations using financial and market data; setting goals and expectations; argumentation and concession techniques; analysing negotiation results in terms of cost-benefit.
6. Cultural and institutional aspects of international negotiations
the influence of national culture on negotiation processes in the global economy; differences in negotiation models between countries; analysis of cases of inter-organisational negotiations in different cultures; adaptation of communication and economic strategies.
7. Warsztaty negocjacyjne z elementami analizy danych
gry symulacyjne odzwierciedlające realne sytuacje biznesowe – negocjacje płacowe, handlowe, projektowe i publiczne; zastosowanie narzędzi analitycznych do oceny strategii i wyników negocjacji; zespołowa analiza efektywności osiągniętych porozumień.
Szacunkowy nakład pracy studenta: 3ECTS x 25h = 75h
(K) - godziny kontaktowe (S) - godziny pracy samodzielnej
wykład (zajęcia): 0h (K) 0h (S)
ćwiczenia (zajęcia): 30h (K) 0h (S)
egzamin: 0h (K) 0h (S)
konsultacje: 5h (K) 0h (S)
przygotowanie do ćwiczeń: 40h (K) 0h (S)
przygotowanie do wykładów: 0h (K) 0h (S)
przygotowanie do kolokwium: 0h (K) 0h (S)
przygotowanie do egzaminu: 0h (K) 0h (S)
…: 0h (K) 0h (S)
Razem: 75h (K) + 0h (S) = 75h
Type of course
Course coordinators
Learning outcomes
Knowledge
Student:
1. Knows the basic concepts, models and negotiation strategies used in the business environment.
2. Understands the economic, psychological and cultural context of negotiations and their importance in organisational decision-making processes.
3. Knows the principles of effective communication and social influence in professional relationships.
4. Understands the importance of analysing data, information and the economic value of the parties in preparing for negotiations.
5. Knows the ethical and cultural aspects of negotiations in domestic and international business.
Skills
The student:
1. Is able to prepare a negotiation strategy and plan based on an analysis of economic data, interests and limitations of the parties.
2. Is able to select appropriate negotiation techniques and tactics for the situational and cultural context.
3. Is able to conduct negotiations in teams, assign roles and build a coherent team strategy.
4. Is able to communicate, argue and persuade effectively in a rational and fact-based manner.
5. Can analyse the results of negotiations and assess their effectiveness in terms of costs, benefits and risks.
6. Can identify and resolve conflicts within and between organisations.
Social competences (attitudes)
Student:
1. Demonstrates an ethical, responsible and cooperative attitude in the negotiation process.
2. Is able to work in a negotiation team, share information and build trust.
3. Is open to cultural differences and able to adapt their behaviour to the international context of negotiations.
4. Understands the importance of compromise, long-term relationships and reputation in the business environment.
5. Is willing to improve and reflect on their own negotiating style.
Assessment criteria
The assessment is based on teamwork during classes – participation in negotiation workshops (analytical and planning tasks, conducting and evaluating negotiations) and on individual homework assignments.
Bibliography
R. Fisher, W. Ury, B. Patton, Dochodząc do tak. Negocjacje bez poddawania się, PWE 2013
Robert A. Rządca, Negocjacje w interesach, Polskie Wydawnictwo Ekonomiczne, 2003
Anna Winch, Sławomir Winch, Negocjacje: jednostka, organizacja, kultura, Wyd. Difin 2005
Andrzej Niemczyk, Mariusz Kędzierski, O negocjacjach i negocjatorach, One Press, 2014
Roger Fisher, William L. Ury, and Bruce Patton, Getting to Yes. Negotiating Agreement Without Giving In, Random House Business Books 2012
Additional information
Additional information (registration calendar, class conductors, localization and schedules of classes), might be available in the USOSweb system: