Communication and negotiations 2400-ZEWW839-OG

As part of our interactive work, we will seek answers to the following questions:
- What are the sources of conflict?
- What are the types of conflicts and methods to deal with them?
- What are our learning patterns in dealing with conflict situations?
- What types of conflicts can be resolved through negotiation?
- What are the key competences of a good negotiator?
- What does success in negotiations depend on?
- What are the types of negotiation strategies and the effects of their choice?
- How to shape your negotiating position?
- How to prepare for negotiations effectively?
- How to effectively conduct negotiations in their respective phases?
- How to argue effectively and give way skilfully?
- How to use verbal, non-verbal and paraverbal communication in negotiations?
- How to create negotiation teams?
- How to manage relations with negotiating partners?

Key issues of the curriculum:
1. Barriers and methods of effective communication
2. Sources of conflict and methods of conflict management
3. Competence in communication and negotiation
4. The creation and implementation of negotiation strategies
5. Negotiations in the workplace and in professional relations

Forms of conducting classes:
The course programme will be implemented in an interactive e-learning formula, based on conversations, analysis of case studies, individual and group practical exercises aimed at improving the so-called soft competences, including online negotiation workshops based on prepared business negotiation scenarios. The classes will be held through the Moodle platform and through live meetings by Zoom.

Type of course

general courses

Prerequisites (description)

The course is implemented as part of a project co-financed by the European Union with the European Social Fund under the Operational Programme Knowledge Education Development 2014-2020. Therefore, it is necessary to register on the website: https://www.wne.uw.edu.pl/pl/misja-wne/formularz-3 and sign a training contract, after completing registration under USOS. Course is free of charge

Course coordinators

Jarosław Górski
Piotr Modzelewski
Agnieszka Różycka

Learning outcomes

Knowledge:
As a result of the learning process, the student:
- is able to define the causes and types of conflicts,
- knows how to resolve conflicts,
- understands the differences between conflict resolution styles,
- knows what are the characteristics of negotiations as a method of conflict resolution,
- can characterise the phases of the negotiation process,
- knows what the competences of a good negotiator are
- can list and describe types of negotiation strategies,
- knows what the roles with the negotiating team are,
- knows what the rules are for preparing and conducting negotiations.

Skills:
Upon completion of the course the student:
- Can identify types of conflicts,
- Can determine her/his style of conflict resolution,
- Has the ability to create and implement simple negotiation strategies,
- Can cooperate with other members of the negotiating team,
- Has the ability to use verbal, non-verbal and paraverbal communication in the negotiation process,
- Is able to analyse the conducted negotiations in terms of the effectiveness of the implemented solutions.

Social competences:
At the end of the course student:
- Understands the social responsibility of communication and conflict resolution through negotiation,
- Can make a self-assessment of competences and improve their negotiation skills,
- Is able to identify priorities for achieving the objectives of the negotiations,
- Can cooperate in a group as well as analyze the course of the negotiation process,
- Understands the idea of developing her/his lifelong communication skills,
- Develops skills and can plan its further development in the area of communication and negotiation skills.

Assessment criteria

Attendance during classes, evaluation of activity (participation in tasks performed during non-synchronous classes and live) and final written test
Points for participation in activities during the classes (50%) and the grade from the final test (50%).

Bibliography

• R. Fisher, W. Ury, B. Patton, Dochodząc do tak. Negocjacje bez poddawania się, PWE 2013
• Robert A. Rządca, Paweł Wujec, Negocjacje, PWE 1999
• Robert A. Rządca, Negocjacje w interesach, Polskie Wydawnictwo Ekonomiczne, 2003
• Anna Winch, Sławomir Winch, Negocjacje: jednostka, organizacja, kultura, Wyd. Difin 2005
• Andrzej Niemczyk, Mariusz Kędzierski, O negocjacjach i negocjatorach, One Press, 2014

Notes

Term 2023Z:

None

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:

Additional information (registration calendar, class conductors, localization and schedules of classes), might be available in the USOSweb system:

Description of 2400-ZEWW839-OG in USOSweb