Business Negotiations 2600-IBP-BN
Conflict and negotiations
• costs and benefits of conflict
• types of conflict
• conflict of interests
• strategies (styles) of conflict resolution
• definition of negotiations
• types of interests
• oxford debate
Preparation to negotiations (interests analysis, alternatives, BATNA, negotiating issues, criteria, propositions (bargaining mix), opening proposal, communication, commitments, parties relationships).
Strategies, tactics and techniques in negotiations.
Practicing and discussing following topics:
• negotiations’ opening – formal and courtesy; negotiating anchor and interests
• distributive bargaining; cooperation
• role of concessions
• revealing information
• persuasion
• prisoner’s dilemma
• communication (listening, talking, asking questions)
• talking about interests
• how to break a deadlock and avoid flop
• „golden bridge”
• steps for reaching agreement
• break in negotiations
• creative negotiations
• ways of perceiving negotiating situation
• building an advantage (negotiating diamond)
Rodzaj przedmiotu
Koordynatorzy przedmiotu
Efekty kształcenia
Knows and understands in-depth the nature of conflicts and ways of solving them. (K_W01)
Knows and understands the mechanisms occurring in the negotiation process in the business environment. (K_W02)
Is able to use negotiation theory to recognize, diagnose and apply basic negotiation strategies, tactics and techniques. (K_U01)
Is able to plan, organize and manage the negotiation process (individually and in a team). (K_U05)
Is ready to think and act in an effective and ethical manner in business negotiation situations. (K_K02)
Kryteria oceniania
Active participation in simulation games
Participation in 60% of negotiation games
Literatura
Lewicki, R.J., Saunders, D.M., Barry, B. (2019) Essentials of Negotiation. McGraw Hill.
Lax, David. A., Sebenius, James K. (2006) 3-D Negotiation: Powerfool tools to change the game in your most important deals. Harvard Business School Press.
Rządca, Robert A. (2003) Negocjacje w interesach, Warszawa: PWE. Shell, Richard G. (2006). Bargaining for Advantage. Negotiation Strategies for Resonable People. Penguin Books.
Więcej informacji
Dodatkowe informacje (np. o kalendarzu rejestracji, prowadzących zajęcia, lokalizacji i terminach zajęć) mogą być dostępne w serwisie USOSweb: