Negotiations in business 2637-EMBA-PL-NBa
One of the most important managerial roles is negotiating in intra- and inter-organizational settings. The course aims to improve the understanding of conflict and negotiations among participants as well as practicing their negotiating skills. The course creates the opportunity to identify individual strengths and weaknesses in the negotiator role by practicing and discussing simulation games. At the same time the course provides a conceptual framework to diagnose problems in negotiations. The important part of the course are questions connected with sustainability and ethics, particularly in situation in which cooperation of negotiating parties can be harmful from the point of view of broader social and economic environment.
This course has been designed to give you the knowledge and the skills that you will need to achieve maximum results in your personal and professional negotiations.
The topics to be covered include (but are not limited to):
• Negotiation Theory and vocabulary
• Preparing to Negotiate (preparation methodology)
• Distributive and Integrative Negotiation
• Intercultural Negotiation
• Team & Multi-party Negotiation
Rodzaj przedmiotu
Tryb prowadzenia
Koordynatorzy przedmiotu
Kryteria oceniania
1. Negotiations simulation exercises (50% of the final grade – each simulation carries equal weight in terms of grading)
*Negotiation simulations are graded based on Pre & Post negotiation sheet (sheet provided by the instructor in class, to be completed on a computer and uploaded to the designated Moodle drop boxes the end of the exercise, containing details about preparation, strategy, as well as outcomes and analysis of the negotiation.)
2. Individual Journal (final written assignment) – home-taken (50 % of the final grade).
Literatura
Obligatory literature:
• Lewicki R., D. Saunders, J. Minton, B. Barry, Essentials of negotiation. 5th edition, 2015
Supplementary literature:
• Fisher R., W. Ury, B. Patton Getting to YES
• THOMPSON L., The Mind & Heart of the Negotiator, 6th Edition, Prentice Hall, 2015
• Ury W., Getting Past NO Ury W., The Power of a Positive No Shell,
• R.G. Bargaining for Advantage. Negotiation Strategies for Reasonable People. Penguin Books.
Więcej informacji
Dodatkowe informacje (np. o kalendarzu rejestracji, prowadzących zajęcia, lokalizacji i terminach zajęć) mogą być dostępne w serwisie USOSweb: