Negotiation training 2500-PL-PS-SP3-F2

This course has not yet been described...

Term 2023Z:

Most of the exercises within classroom are simulation games. The sequence of classes and preparation for them is as follows:
* before class (homework) participants individually or in small teams prepare to negotiation - a record of the preparation is provided to the teacher, who assess it
* participants play a simulation game – process and outcomes are discussed in classroom
* classes end with the introduction of the topic of subsequent classes (presentation, discussion or indication of literature) - presentation of the concepts, schemes, techniques that will be the basis of the exercise (simulation game) in the next class.

Part of the classes is devoted to the review of psychological mechanisms influencing the process and results of negotiations, prepared by students (as homework).

At the end of the course students prepare, present and discuss complex case study (e.g. analysis of a complex situation and / or negotiation process; preparation for extensive negotiations)

Term 2024Z:

Part of the classes is devoted to the review of psychological mechanisms influencing the process and results of negotiations, prepared by students (as homework).

At the end of the course students prepare, present and discuss complex case study (e.g. analysis of a complex situation and / or negotiation process; preparation for extensive negotiations)

Prerequisites (description)

(in Polish) Ćwiczenia do wyboru dla studentów specjalizacji Psychologia organizacji i pracy na V roku studiów (2 rok specjalizacji)

Course coordinators

Term 2024Z:

Joanna Czarnota-Bojarska
Rafał Stefański

Term 2023Z:

Joanna Czarnota-Bojarska

Learning outcomes

Knowledge - after completing the course student:
* knows the basic terms used in situation analysis, preparation and structuring of negotiations knows the most common negotiation models
* is able to list examples of psychological mechanisms affecting the negotiation process and outcome

Skills - after completing the course student:
* is aware of the choice of a specific negotiation strategy and the consequences of this choice
* is able to plan and justify the proposed negotiation procedure
* is able to analyse his/hers own interests and the interests of partners in negotiations and distinguish these interests from the offers and requests
* consciously uses various techniques of communication and influence
* know how to look for areas of conflict that can be a strong base for agreement building (to identify possibilities for win-win solutions)
* understands the processes occurring between the parties and inside negotiating teams - can present them to other people and propose solutions to improve the negotiation process
* can prepare and conduct negotiations in typical life and professional situations

Bibliography

Term 2023Z:

Barry, B., Lewicki, R.J. i Saunder, D.M. (2011). Zasady negocjacji. Rebis.
Bazermann, M.H. & Neale, M.A. (1997). Negocjując racjonalnie. Olsztyn PTP/LIBRA.
Fisher, R. & Ury, W. (1990). Dochodząc do TAK. Warszawa: PWE.
Lax, D.A. & Sebenius, J.K. (2004). Trzy wymiary Negocjacji, Harvard Business Review Polska, 3 (13), 60-73.
Ury, W. (2007). Odchodząc od NIE. Warszawa: PWE.

Term 2024Z:

Additional information

Additional information (registration calendar, class conductors, localization and schedules of classes), might be available in the USOSweb system:

Description of 2500-PL-PS-SP3-F2 in USOSweb