Negocjacje 2400-M1EPNEG
Topics of the classes:
1. Effective communication
barriers and limitations in effective communication; principles of effective communication; verbal, paraverbal and non-verbal communication; effective persuasion; the art of giving way and accepting criticism
2. Rationality in negotiations
negotiations as a decision-making process; myths in negotiations; limited rationality; psychological aspects of negotiations; satisfaction in negotiations and its measurement
3. Conflict resolution as a specific negotiating situation
the essence and causes of conflict; types of conflicts; behavior of conflict participants; styles and techniques of conflict management; conflict management and conflict resolving
4. Negotiation strategies and tactics
negotiation strategies: positional and problem ones; overcoming resistance in negotiations; persuasion; negotiation techniques; ethical dimension of negotiations
5. Preparation and conducting negotiations
the negotiation process model; negotiation meta-game; preparation for negotiations; putting expectations; argumentation; regression; concluding negotiations
6. Cultural aspects of negotiations
the influence of national culture on attitudes towards negotiations; international diversity of the rules of effective communication and negotiation techniques; the specificity of negotiations in selected countries
7. Negotiation workshops
team work - participation in negotiation games regarding situations related to taking up a job, trading and public affairs
Type of course
Course coordinators
Learning outcomes
After completing the course, the student:
• analyzes verbal and non-verbal messages in terms of their influence on communication effectiveness
• knows the specifics of negotiations as the process of conflict management and conflict resolving
• consciously shapes their attitude in communication to achieve greater effectiveness of communication
• characterizes different negotiation strategies and techniques
• applies negotiation strategies and techniques to increase the effectiveness of negotiations
• identifies the conditions of national culture affecting the negotiation process
• is able to plan and implement various negotiation strategies with the use of selected negotiation techniques
• understands the ethical and cultural aspects of conducting negotiations
SW01, SW02, SW03, SW04, SU01, SU02, SU03, SU04, SU05, SU06, SU07, SK01, SK02, SK03
Assessment criteria
The final grade is the arithmetic average of two grades: for written individual work and for the result of a group negotiation workshop.
In addition, activity during the class is rewarded.
Group work involves participation in negotiation workshops - teams conduct negotiations between themselves according to the planned negotiation game scenarios. The negotiation workshops evaluate: the correctness of the use of negotiation methods and techniques and their effectiveness.
Individual works involve the development of a written scientific essay on negotiations, on a selected topic from the list of topics presented by the lecturer.
Bibliography
William Ury, Getting to Yes with Yourself: How to Get What You Truly Want, HarperCollins 2016
Roger Fisher, William L. Ury, and Bruce Patton, Getting to Yes. Negotiating Agreement Without Giving In, Random House Business Books 2012
Additional:
Roger Fisher, Daniel Shapiro, Beyond Reason: Using Emotions as You Negotiate, Random House Business Books 2006
Steve Gates, The Negotiation Book: Your Definitive Guide to Successful Negotiating, 2nd Edition, Wiley 2015
Deepak Malhotra and Max Bazerman, Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond, Harvard Business School 2008
Michele J. Gelfand, Jeanne M. Brett (ed.), The Handbook of Negotiation and Culture, Stanford Business Books 2004
Robert Cialdini, Influence. The Psychology of Persuasion, William Morrow & Co. 1984
Additional information
Additional information (registration calendar, class conductors, localization and schedules of classes), might be available in the USOSweb system: