21st Century Negotiations – Persuasive Communication 2600-NXXI(KS)-OG

Lecture
1. Introduction to Negotiation
- Principles of Negotiation
- Basic Elements of the Process
- History of Negotiation – Key Dates and Names
- The Role of Emotional Intelligence
- The Difference Between Negotiation, Sales, and Mediation Processes
2. Stages of the Negotiation Process
- Preparation
- Execution
- Implementation and Settlement
3. Preparing for Negotiation Using the Original 9P Model
- Objective of Negotiation
- Negotiation Partner
- Meeting Place
- Subject of Negotiation
- People Involved in the Process
- Time
- Tools (Tactics, Techniques)
- Communication
- BATNA
4. Principles of Police Negotiation
5. Negotiation in an International Environment
6. Selected Techniques for Controlling Negotiation Communication
- Paraphrasing
- Note-taking
- Questioning
- Summary
7. Conflict Circle Ch. More
 conflict of structures
 conflict of values
 conflict of information
8. Principles of exerting influence
 Persuasion
 Psychotechnics
 Social engineering
 manipulation
9. Negotiation styles
 Soft style
 Hard style
 Mixed style – Harvard model
10. Negotiation Strategies
- Financial Strategy
- Margin Strategy
- Share Strategy
- Prestige Strategy
11. Negotiation Techniques
- Verbal Techniques
- Non-verbal Techniques
- Linguistic Techniques
12. Negotiation Tactics – Dilemmas
- Who's First?
- Rules of Concession
- Salami or Package Deal
13. Negotiation Errors
- The Fallacy of Routine
- The Fallacy of Haste
- The Fallacy of Lack of Preparation
- Working on Opinions
- Beliefs and Stereotypes
14. Negotiator Competencies
- Soft Skills
- Hard Skills
- Example of Original Research

Exercises
1. Numerous negotiation case studies with elements of:
- Time Pressure
- Negotiating Team Management
- Business Mathematics
- Communication Verbal and non-verbal
2. Moderated discussions

Type of course

general courses

Mode

Classroom

Prerequisites (description)

A general university subject for students covered by the Integrated Teaching Development Program – ZIP 2.0

Course coordinators

Krzysztof Kałucki

Learning outcomes

K_W02, K_U03, K_U05, K_K03

K_W02 Demonstrates in-depth knowledge and understanding of research methodology and terminology within the discipline of Economics and Finance and its complementary disciplines (Management and Quality Studies, Legal Studies), particularly financial management and accounting.

K_U03 Is able to independently and collaboratively prepare analyses, diagnoses, and reports on complex and unique issues related to financial management in organizations, accounting, the management of financial institutions, and the strategies of financial institutions, and present them communicatively, also in English, using information and communication tools.

K_U05 Is able to plan, organize, and manage teamwork.

K_K03 Is willing to adhere to and develop professional ethical standards.

Assessment criteria

There is one grade for attendance at lectures and practical group classes.

Bibliography

Required Reading:
1. Fisher, R., Ury, W.L., Patton, B.M. 2007 Getting to YES: Negotiating Without Giving Up. Warsaw: PWE.
2. Kałucki K., 2018, Negotiation Techniques, Difin
3. Kałucki K. 2022, Negotiations, Difin
Supplementary Readings
4. Kałucki K., 2021 Key Account Management - Preparing for Negotiations, Warsaw: Poltext.
5. Barry Bruce, Roy Lewicki, David Saunders (2018) Principles of Negotiation. Rebis Publishing House.
1.

Additional information

Information on level of this course, year of study and semester when the course unit is delivered, types and amount of class hours - can be found in course structure diagrams of apropriate study programmes. This course is related to the following study programmes:

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Description of 2600-NXXI(KS)-OG in USOSweb