Negotiations 2600-MSMz2NEG
Oto tłumaczenie z zachowaniem dokładnie takiego samego układu tekstu i interpunkcji, jak w Twojej wiadomości:
Conflict and negotiations (benefits and costs of conflicts, types of conflicts, conflict management strategies, definition of negotiation, when to negotiate, types of interests).
Preparation for negotiation (analysis of interests, alternatives, BATNA, negotiation issues, criteria, initial offer, proposals, communication, commitments, relations between the parties).
Negotiation strategies, tactics and techniques – overview, differentiation.
The use of negotiation simulation games to practice such topics as:
opening of negotiations – formal and courteous; anchor and interests
buying – selling; cooperation
information disclosure
persuasion
communication (listening, speaking, questioning)
discussing interests
ways to handle deadlock and avoid failure
building a golden bridge
ways of building agreement
negotiator's dilemma
break in negotiations
creative negotiations
perception of the negotiation situation
building leverage
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Term 2025Z:
Conflict and negotiations (benefits and costs of conflicts, types of conflicts, conflict management strategies, definition of negotiation, when to negotiate, types of interests). opening of negotiations – formal and courteous; anchor and interests buying – selling; cooperation information disclosure persuasion communication (listening, speaking, questioning) discussing interests ways to handle deadlock and avoid failure building a golden bridge ways of building agreement negotiator's dilemma break in negotiations creative negotiations perception of the negotiation situation building leverage |
Term 2026Z:
None |
Type of course
Learning outcomes
Knows and understands to an advanced degree the nature of conflict and methods of conflict resolution. (K_W01)
Knows and understands the mechanisms occurring in the negotiation process within a business environment. (K_W02)
Is able to use negotiation theory to identify, diagnose, and apply basic negotiation strategies, tactics, and techniques. (K_U01)
The student is able to prepare analyses and reports regarding conflicts and negotiations (e.g., analysis of interests, BATNA), as well as clearly present them and conduct a debate – also in English – using ICT tools. (K_U06)
The student uses a foreign language at the B2+ level, utilizing negotiation and management terminology in communication and negotiation simulations. (K_U07)
The student acts entrepreneurially in negotiations, seeks win-win solutions, and flexibly adapts strategies in both national and international contexts. (K_K04)
The student adheres to ethical principles in negotiations, cares for integrity and business relations, and recognizes unethical practices. (K_K05)
Assessment criteria
Active participation in simulation games
Participation in 60% of negotiation games
Practical placement
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Bibliography
rimary literature
Lewicki, R.J., Saunders, D.M., Barry, B. 2019 Essentials of Negotiation. McGraw Hill.
Kałucki K. 2018 Techniki negocjacyjne. Warszawa: Difin.
Supplementary literature
Kałucki K., 2021 Key Account Management - przygotowanie do negocjacji, Warszawa: Poltext.
Rządca, R.A., Wujec, P. 2001 Negocjacje. Warszawa: PWE.
Rządca, R.A. 2003 Negocjacje w interesach. Warszawa: PWE.
Fisher, R., Ury, W.L., Patton, B.M. 2007 Dochodząc do TAK. Negocjowanie bez poddawania się. Warszawa: PWE.
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Term 2025Z:
Primary literature Lewicki, R.J., Saunders, D.M., Barry, B. 2019 Essentials of Negotiation. McGraw Hill. Kałucki K. 2018 Techniki negocjacyjne. Warszawa: Difin. Supplementary literature Kałucki K., 2021 Key Account Management - przygotowanie do negocjacji, Warszawa: Poltext. Rządca, R.A., Wujec, P. 2001 Negocjacje. Warszawa: PWE. Rządca, R.A. 2003 Negocjacje w interesach. Warszawa: PWE. Fisher, R., Ury, W.L., Patton, B.M. 2007 Dochodząc do TAK. Negocjowanie bez poddawania się. Warszawa: PWE. |
Term 2026Z:
None |