Communication and Negotiations 2400-ZEWW851-OG

As part of the interactive work, we will seek answers to the following questions:
• What are the sources of conflicts?
• What are the types of conflicts and the adapted methods of dealing with them?
• What are our learned patterns of dealing with conflict situations?
• What types of conflicts can be resolved through negotiation?
• What are the key competences of a good negotiator?
• On what does success in negotiation depend?
• What are the types of negotiation strategies and the consequences of their choice?
• How to shape one's negotiating position?
• How to prepare effectively for negotiations?
• How to effectively conduct negotiations in their different phases?
• How to effectively argue and skillfully give in?
• How to use verbal, non-verbal and paraverbal communication in negotiations?
• How to create negotiation teams?
• How to manage relationships with negotiating partners?

Key issues making up the program of activities:
1. Barriers and methods of effective communication
2. Sources of conflict and methods of conflict management
3. Communication and negotiation competences
4. Creating and implementing negotiation strategies
5. Negotiation in the workplace and in professional contacts

Forms of conducting classes:
The program of the course will be implemented in an interactive formula, based on conversation classes, analysis of case studies and individual and group practical exercises(scenario-based negotiations) to improve the communication and conflict resolution competence.

Type of course

general courses

Course coordinators

Jarosław Górski

Learning outcomes

Knowledge:
As a result of the learning process, the student:
• can define the causes and types of conflicts,
• knows methods of conflict solving,
• understands the differences between styles of conflict solving,
• knows the characteristics of negotiation as a method of conflict solving,
• is able to characterize the phases of negotiation process,
• knows what are the competences of a good negotiator
• knows how to list and describe types of negotiation strategies
• knows what are the roles in a negotiation team,
• knows what are the principles of preparing for and conducting negotiations.

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

Social competences
At the end of the course the student:
• Understands the social responsibility related to communication and conflict resolution through negotiation,
• Is able to self-assess his/her competences and improve his/her negotiation skills,
• Is able to define priorities in order to achieve the goals of negotiation,
• Is able to cooperate in a group as well as to analyze the course of negotiation processes independently,
• Understands the idea of lifelong development of one's communicative competences,
• Understands the idea of a lifelong development of his/her communication and negotiation competences, He/she develops skills and knows how to plan his/her further development in the field of communication and negotiation competences.

Assessment criteria

The final grade is the arithmetic average of grades for written homeworks (2) and final test.

Notes

Term 2023L:

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-ZEWW851-OG in USOSweb