Negotiations 2600-MSMdz2NEG
Conflict and negotiations (benefits and costs of conflicts, types of conflicts, conflict management strategies, definition of negotiations, when we negotiate, types of interests).
Preparation for negotiations (analysis of interests, alternatives, BATNA, negotiation issues, criteria, initial offer, proposals, communication, commitments, relationships between parties).
Negotiation strategies, tactics and techniques – discussion and differentiation.
Use of simulation negotiation games to practice the following areas:
• opening negotiations – formal and informal; anchoring and interests
• buying and selling; cooperation
• information disclosure
• persuasion
• communication (listening, speaking, questioning)
• discussing interests
• ways to overcome impasses and avoid failure
• building a golden bridge
• methods of reaching agreement
• negotiator’s dilemma
• breaks in negotiations
• creative negotiations
• perception of the negotiation situation
• building bargaining power
Course coordinators
Type of course
Learning outcomes
K_W01
The student knows and understands in depth the nature of conflict and ways of resolving it.
K_W02
The student knows and understands the mechanisms occurring in negotiation processes in a business environment.
K_U01
The student is able to use negotiation theory to identify and diagnose negotiation situations and apply basic negotiation strategies, tactics, and techniques.
K_U06
The student is able to prepare analyses and reports on conflicts and negotiations (e.g. interest analysis, BATNA), as well as present them clearly and conduct debates – also in English – using ICT tools.
K_U07
The student is proficient in a foreign language at B2+ level, using negotiation and management terminology in communication and during negotiation simulations.
K_K04
The student demonstrates an entrepreneurial approach in negotiations, seeks win-win solutions, and flexibly adapts strategies in both national and international contexts.
K_K05
The student adheres to ethical standards in negotiations, ensures fairness and maintains business relationships, and is able to recognize unethical practices.
Assessment criteria
Active participation in simulation games
Participation in 60% of negotiation games
Bibliography
Podstawowa
1. Lewicki, R.J., Saunders, D.M., Barry, B. 2019 Essentials of Negotiation. McGraw Hill.
2. Kałucki K. 2018 Techniki negocjacyjne. Warszawa: Difin.
Uzupełniająca
1. Kałucki K., 2021 Key Account Management - przygotowanie do negocjacji, Warszawa: Poltext.
2. Rządca, R.A., Wujec, P. 2001 Negocjacje. Warszawa: PWE.
3. Rządca, R.A. 2003 Negocjacje w interesach. Warszawa: PWE.
4. Fisher, R., Ury, W.L., Patton, B.M. 2007 Dochodząc do TAK. Negocjowanie bez poddawania się. Warszawa: PWE.