Negotiations 3402-30NEGO

The aim of this course is to provide students with knowledge and skills connected with efficient negotiations. This course also prepares to conduct negotiation (individual and group) and to work as an adviser. Programme: 1. Negotiation- definitions and basic concepts. 2. Negotiation as a way of solving conflicts. 3. Negotiation as an exchange process. 4. Negotiation as an information management process. 5. Negotiation as a process of communication. 6. The basic dimension of the analyzis of negotiation situations. (Matenbroek's conception). 7. Negotiation subjects (Rządca's conception) and theirs identity. 8. Negotiation object ( three-level negotiation aims model) 9. Different ways of understanding meanings of conclusion agreement and methods of theirs protection 10. Ethical aspects of negotiations 11. The negotiator role demands and ways of estimation his efficiency 12. Negotiation strategies (Fisher's and Ury's conception) 13. Positional strategy 14. Impact techniques and manipulation 15. Problem strategy 16. Techniques of co-operation and optimization of solutions 17. Collective negotiation 18. Multilateral negotiation; cross-cultural negotiation