Negotiations 2600-MSMz1NEG
Exercises
1. Numerous negotiation case studies with elements of:
Time pressure
Managing the negotiation team
Commercial mathematics
Verbal and non-verbal communication
2. Moderated discussions taking into account aspects such as:
Stages of the negotiation process
Preparation
Implementation
Implementation and settlement
Preparation for negotiations in the original Model 9P
Purpose of negotiations
Negotiating partner
Meeting place
Subject of negotiations
People involved in the process
Time
Tools (tactics, techniques)
Communication
BATNA
Selected techniques for controlling negotiation communication
Paraphrase
Quotations
Inquiry
summary
Negotiation tactics – dilemmas
Who's first?
Rules of concessions
Salami or packaged
Negotiation mistakes
Routine error
Haste bug
Unprepared error
Working on opinions
Beliefs and stereotypes
Negotiator's competences
Soft
Hard
Course coordinators
Type of course
Mode
Learning outcomes
K_W02, K_U03, K_U05, K_K03
K_W02, - Knows and understands in-depth research methodology and terminology in the discipline of Economics and Finance and in complementary disciplines (Management and Quality Sciences, Legal Sciences), in particular financial management and accounting.
K_U03, - Is able to independently and collectively prepare analyses, diagnoses and reports on complex and unusual problems related to financial management in organizations, accounting, management of financial institutions and strategies of financial institutions, and present them communicably, also in English - using IT and communication tools
K_U05, Is able to plan, organize and manage teamwork.
K_K03 Is ready to comply with and develop professional ethical standards.
Assessment criteria
There is one grade for attendance at the lecture and practical group classes.
Bibliography
Mandatory items:
1. Fisher, R., Ury, W.L., Patton, B.M. 2007 Getting to YES. Negotiating without giving up. Warsaw: PWE.
2. Kałucki K, 2018, Negotiation techniques, Difin
3. Kałucki K 2022, Negotiations, Difin
Supplementary items
4. Kałucki K., 2021 Key Account Management - preparation for negotiations, Warsaw: Poltext.
5. Barry Bruce, Roy Lewicki, David Saunders (2018) Principles of negotiation. Rebis Publishing House.