Negotiations 2500-POD-PWP-N
The basic teaching methods are simulation games.Preparation (analysis of the situation), run the simulation anddiscussion of the assumed goals and techniques used withinsimulation enable participants to reflect on the goals theywant to achieve in negotiations (more broadly in resolvingconflict situations), the adequacy of the chosen strategy andtheir own behavior during negotiation.
Mode
Course coordinators
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
Skills - after completing the course, student:
• is able to analyze a conflict situation and prepare for
negotiations
• 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 analyze his own interests and the interests
of partners in negotiations and separate these
interests from the presented offers, demands, as well
as spontaneous and emotional behavior of partners
in negotiations
• is able to look for areas of conflict where beneficial
agreements can be built and propose various ways of building these agreements.
Assessment criteria
Presence and participation in simulation games.
Bibliography
Barry, B., Lewicki, R.J., Saunder, D.M. (2011). Zasadynegocjacji. Rebis.
Craver, Ch. (2017). Distributive Negotiation Techniques. [W]Ch. Honeyman i A. Schneider (ed.). The Negotiator's DeskReference.
Fisher, R., Ury, W. (1990). Dochodząc do TAK. Warszawa: PWE.Ury, W. (2007). Odchodząc od NIE. Warszawa: PWE.
Additional information
Additional information (registration calendar, class conductors, localization and schedules of classes), might be available in the USOSweb system: