Uniwersytet Warszawski - Centralny System Uwierzytelniania
Strona główna

International negotiations

Informacje ogólne

Kod przedmiotu: 2104-UPIR-D5INNE
Kod Erasmus / ISCED: 14.6 Kod klasyfikacyjny przedmiotu składa się z trzech do pięciu cyfr, przy czym trzy pierwsze oznaczają klasyfikację dziedziny wg. Listy kodów dziedzin obowiązującej w programie Socrates/Erasmus, czwarta (dotąd na ogół 0) – ewentualne uszczegółowienie informacji o dyscyplinie, piąta – stopień zaawansowania przedmiotu ustalony na podstawie roku studiów, dla którego przedmiot jest przeznaczony. / (brak danych)
Nazwa przedmiotu: International negotiations
Jednostka: Wydział Nauk Politycznych i Studiów Międzynarodowych
Grupy: Stosunki Międzynarodowe -UPIR- DZIENNE 5 semestr 3 rok
Punkty ECTS i inne: 4.00 Podstawowe informacje o zasadach przyporządkowania punktów ECTS:
  • roczny wymiar godzinowy nakładu pracy studenta konieczny do osiągnięcia zakładanych efektów uczenia się dla danego etapu studiów wynosi 1500-1800 h, co odpowiada 60 ECTS;
  • tygodniowy wymiar godzinowy nakładu pracy studenta wynosi 45 h;
  • 1 punkt ECTS odpowiada 25-30 godzinom pracy studenta potrzebnej do osiągnięcia zakładanych efektów uczenia się;
  • tygodniowy nakład pracy studenta konieczny do osiągnięcia zakładanych efektów uczenia się pozwala uzyskać 1,5 ECTS;
  • nakład pracy potrzebny do zaliczenia przedmiotu, któremu przypisano 3 ECTS, stanowi 10% semestralnego obciążenia studenta.

zobacz reguły punktacji
Język prowadzenia: angielski
Rodzaj przedmiotu:

obowiązkowe

Założenia (opisowo):

(tylko po angielsku) Student should:

- know the basic approaches to international negotiation;

- be able to recognize different phases, strategies and styles involved in process of negotiation;

- know how to plan and prepare for each negotiation phase;

- be able to explain cultural differences in international negotiation and be aware of basics of intercultural communication.


Skrócony opis: (tylko po angielsku)

International negotiation - the basic concepts and approaches. Phases involved in negotiation process. Diplomatic negotiation and role of mediation in international negotiations. Strategies and styles of negotiation. Cross-cultural negotiation and negotiation styles of selected cultures.Power in international negotiations. Communication in international negotiation - verbal and non-verbal communication; intercultural communication dynamics; persuasive communication.

Pełny opis: (tylko po angielsku)

International negotiation

I. Course introduction.

II. International negotiation – definitions, metaphors, theories. Basic concepts of negotiation. An overview of negotiation approaches – structural, strategic, process oriented, behavioral, integrative.

III. Process approach to negotiation. Negotiation cycle - phases in international negotiation.

IV. Diplomatic negotiation – a view from international relations. Negotiation as dispute settlement; “an international diplomatic culture”.

V. Diplomatic negotiation – role of mediation in international negotiations

- case study: Camp David Accord

VI. The strategy and style matrix – negotiation strategies (distributive/predatorial; integrative; ZOPA; reservation point; bottom lines); identification of negotiation styles (soft, hard, principled). Negotiators’ types; how to organize a negotiation team.

- Test: Identification of a preferred negotiation style

VII. Role of a context and culture in international negotiations: negotiation’s environment – psychological, operational, cultural, material; time; language; place; perception in international negotiation

VII-IX Negotiation styles of selected countries/ cultures.

Oral presentations on selected negotiation cultures:

USA; Asian countries (China; India; Japan; South Korea); selected Latin American countries; differences between European countries’ negotiation styles – Russia; Scandinavia; Germany; Spain; Italy; Poland...

X. Power in international negotiations.

- case study: Russia-Ukraine and Russia-EU political crisis

XI. Communication in international negotiation - verbal and non-verbal communication; communication barriers; intercultural communication dynamics; giving and getting information; persuading – arguing, promising, appealing.

XII-XIII. Simulation game

Literatura: (tylko po angielsku)

Readings

- Raymond Cohen, Negotiations Across Cultures. International Communication in an Interdependent World, Washington, D.C. 1997, pp. 9 – 19; and chapter 3 “Intercultural Dissonance”.Readings

- A.A. Slatkin, Communication in Crisis and Hostage Negotiations: Practical Communication Techniques, Strategems, and Strategies for Law Enforcement, Corrections and Emergency Service Personnel in Managing Critical Incidents, Springfield: Charles C. Thomas Publisher Ltd. 2010 (e-book)

- Frank R. Pfetsch, Symmetry and Asymmetry in International Negotiations, “International Negotiation” 2000, no 1, pp. 21-42;

- Winfried Lang, Negotiation as Diplomatic Rule-Making, “International Negotiation. A Journal of Theory and Practice”, 1996, no 1, pp. 65 – 78.

- Raymond Cohen, Negotiating across Cultures. International Communication in an Interdependent World, United States Institute of Peace 1997, pp. 20-23

Readings- R. Fisher, W. Ury with B. Patton, Getting to YES. Negotiating an agreement without giving in, Random House Business Books, second edition 2013. pp. 13-48.

- I. W. Zartman, S. Touval, International Mediation: Conflict Resolution and Power Politics, “Journal of Social Issues”, vol. 41, no. 2, 1985, pp. 27-45.

- Bertram I. Spector, Metaphors of International Negotiation, “International Negotiation. A Journal of Theory and Practice” 1996, no 1, pp. 1 – 9

- Otomar J. Bartos, Negotiation as Friendship Formation, “ 1996, no 1, pp. 29-46;

- Christophe Dupont, Negotiation as Coalition Building, “International Negotiation.

A Journal of Theory and Practice” 1996, no 1, pp. 47-64;

Readings

- Herbert C. Kelman, Negotiation as Interactive Problem Solving, “International

Negotiation. A Journal of Theory and Practice” 1996, no 1, pp. 99-123.

Efekty uczenia się: (tylko po angielsku)

Student can:

- describe the key approaches to international negotiation;

- identify and describe different phases, strategies, styles and tactics involved in negotiation process;

- explain cultural differences in international negotiation;

- plan the negotiation process i.e. prepare to each negotiation phase and create a negotiation strategy.

Student will also improve negotiation skills and an ability to develop persuasive arguments.

Metody i kryteria oceniania: (tylko po angielsku)

• Interactive lectures, including power point presentations and the use of audiovisual materials;

• Group discussions, including an analysis of international negotiation case studies, cross-cultural negotiation styles, persuasive communication

• Practical negotiation exercises

• Test on preferred individual negotiation style

• Multilateral simulation game of international negotiation

1. Attendance/active participation – the nature of this course assumes active participation of students which involves: readings, qualitative contributions to seminar discussions, preparation of case studies; activity in negotiation exercises

2. National negotiation style–oral presentation - optional

3. Final exam-Simulation game

activity in the pre-negotiation process (preparation of the simulation game) and the negotiation phase

Instructions for students for the final simulation game:

Phase O. (Defining a problem)

- October - Selection of a problem for international (quadrilateral) negotiation – deadline for students’ proposals by the end of October classes – students prepare 2-3 proposals;they should focus on topics that enable to present different negotiation cultures (eg. US-China-Russia-Japan; Germany-Greece/Italy-UK- France; etc.);

Phase 1 and 2 (Diagnostic and pre-negotiation)

- October – selection of each negotiation team members; Setting an agenda (2-3 negotiation rounds)and a place of negotiation (who is hosting) - Intra-group and inter-groups consultations on an agenda.

- November- presentation of an agenda; and intra-group work on:

Negotiation strategy (it should include: opening position, SWOT, list of interests and aims, BATNA or reservation points, preferred style and tactics; description of the group-roles, detailed description of your team – who is responsible for what)

- December - strategy

- January - Opening position – this should be also handed to the other party

Phase 3 - Negotiation - January - simulation game

Zajęcia w cyklu "Semestr zimowy 2023/24" (zakończony)

Okres: 2023-10-01 - 2024-01-28
Wybrany podział planu:
Przejdź do planu
Typ zajęć:
Konwersatorium, 30 godzin więcej informacji
Koordynatorzy: Kamila Pronińska
Prowadzący grup: Kamila Pronińska
Lista studentów: (nie masz dostępu)
Zaliczenie: Przedmiot - Zaliczenie na ocenę
Konwersatorium - Zaliczenie na ocenę
Skrócony opis: (tylko po angielsku)

International negotiation - the basic concepts and approaches. Phases involved in negotiation process. Diplomatic negotiation and role of mediation in international negotiations. Strategies and styles of negotiation. Cross-cultural negotiation and negotiation styles of selected cultures.Power in international negotiations. Communication in international negotiation - verbal and non-verbal communication; intercultural communication dynamics; persuasive communication.

Pełny opis: (tylko po angielsku)

International negotiation

Dr. Kamila Pronińska

Institute of International Relations University of Warsaw

2017/18

I. Course introduction.

II. International negotiation – definitions, metaphors, theories. Basic concepts of negotiation. An overview of negotiation approaches – structural, strategic, process oriented, behavioral, integrative.

Readings

- Bertram I. Spector, Metaphors of International Negotiation, “International Negotiation. A Journal of Theory and Practice” 1996, no 1, pp. 1 – 9

- Otomar J. Bartos, Negotiation as Friendship Formation, “ 1996, no 1, pp. 29-46;

- Christophe Dupont, Negotiation as Coalition Building, “International Negotiation. A Journal of Theory and Practice” 1996, no 1, pp. 47-64;

III. Process approach to negotiation. Negotiation cycle - phases in international negotiation.

Readings

- Herbert C. Kelman, Negotiation as Interactive Problem Solving, “International Negotiation. A Journal of Theory and Practice” 1996, no 1, pp. 99-123.

IV. Diplomatic negotiation – a view from international relations. Negotiation as dispute settlement; “an international diplomatic culture”.

Readings

- Winfried Lang, Negotiation as Diplomatic Rule-Making, “International Negotiation. A Journal of Theory and Practice”, 1996, no 1, pp. 65 – 78.

- Raymond Cohen, Negotiating across Cultures. International Communication in an Interdependent World, United States Institute of Peace 1997, pp. 20-23

V. Diplomatic negotiation – role of mediation in international negotiations

Readings

- I. W. Zartman, S. Touval, International Mediation: Conflict Resolution and Power Politics, “Journal of Social Issues”, vol. 41, no. 2, 1985, pp. 27-45.

- case study: Camp David Accord

VI. The strategy and style matrix – negotiation strategies (distributive/predatorial; integrative; ZOPA; reservation point; bottom lines); identification of negotiation styles (soft, hard, principled). Negotiators’ types; how to organize a negotiation team.

Readings

- R. Fisher, W. Ury with B. Patton, Getting to YES. Negotiating an agreement without giving in, Random House Business Books, second edition 2013. pp. 13-48.

- Test: Identification of a preferred negotiation style

VII. Role of a context and culture in international negotiations: negotiation’s environment – psychological, operational, cultural, material; time; language; place; perception in international negotiation

Readings

- Raymond Cohen, Negotiations Across Cultures. International Communication in an Interdependent World, Washington, D.C. 1997, pp. 9 – 19; and chapter 3 “Intercultural Dissonance”.

VII-IX Negotiation styles of selected countries/ cultures.

Oral presentations on selected negotiation cultures:

USA; Asian countries (China; India; Japan; South Korea); selected Latin American countries; differences between European countries’ negotiation styles – Russia; Scandinavia; Germany; Spain; Italy; Poland…

X. Power in international negotiations.

Readings

- Frank R. Pfetsch, Symmetry and Asymmetry in International Negotiations, “International Negotiation” 2000, no 1, pp. 21-42;

- - case study: Russia-Ukraine and Russia-EU political crisis

XI. Communication in international negotiation - verbal and non-verbal communication; communication barriers; intercultural communication dynamics; giving and getting information; persuading – arguing, promising, appealing.

Readings

- A.A. Slatkin, Communication in Crisis and Hostage Negotiations: Practical Communication Techniques, Strategems, and Strategies for Law Enforcement, Corrections and Emergency Service Personnel in Managing Critical Incidents, Springfield: Charles C. Thomas Publisher Ltd. 2010 (e-book)

XII-XIII. Simulation game (see: the instructions for the simulation game)

Course Requirements:

1. Attendance/active participation – the nature of this course assumes your active participation which involves: readings, qualitative contributions to seminar discussions, negotiation exercises, preparation of case studies

2. National negotiating style – oral presentation (optional)

3. Final exam - Simulation game

Literatura: (tylko po angielsku)

- Raymond Cohen, Negotiations Across Cultures. International Communication in an Interdependent World, Washington, D.C. 1997, pp. 9 – 19; and chapter 3 “Intercultural Dissonance”.Readings

- A.A. Slatkin, Communication in Crisis and Hostage Negotiations: Practical Communication Techniques, Strategems, and Strategies for Law Enforcement, Corrections and Emergency Service Personnel in Managing Critical Incidents, Springfield: Charles C. Thomas Publisher Ltd. 2010 (e-book)

- Frank R. Pfetsch, Symmetry and Asymmetry in International Negotiations, “International Negotiation” 2000, no 1, pp. 21-42;

- Winfried Lang, Negotiation as Diplomatic Rule-Making, “International Negotiation. A Journal of Theory and Practice”, 1996, no 1, pp. 65 – 78.

- Raymond Cohen, Negotiating across Cultures. International Communication in an Interdependent World, United States Institute of Peace 1997, pp. 20-23

Readings- R. Fisher, W. Ury with B. Patton, Getting to YES. Negotiating an agreement without giving in, Random House Business Books, second edition 2013. pp. 13-48.

- I. W. Zartman, S. Touval, International Mediation: Conflict Resolution and Power Politics, “Journal of Social Issues”, vol. 41, no. 2, 1985, pp. 27-45.

- Bertram I. Spector, Metaphors of International Negotiation, “International Negotiation. A Journal of Theory and Practice” 1996, no 1, pp. 1 – 9

- Otomar J. Bartos, Negotiation as Friendship Formation, “ 1996, no 1, pp. 29-46;

- Christophe Dupont, Negotiation as Coalition Building, “International Negotiation.

A Journal of Theory and Practice” 1996, no 1, pp. 47-64;

- Herbert C. Kelman, Negotiation as Interactive Problem Solving, “International

Negotiation. A Journal of Theory and Practice” 1996, no 1, pp. 99-123.

Zajęcia w cyklu "Semestr zimowy 2024/25" (jeszcze nie rozpoczęty)

Okres: 2024-10-01 - 2025-01-26
Wybrany podział planu:
Przejdź do planu
Typ zajęć:
Konwersatorium, 30 godzin więcej informacji
Koordynatorzy: Kamila Pronińska
Prowadzący grup: Kamila Pronińska
Lista studentów: (nie masz dostępu)
Zaliczenie: Przedmiot - Zaliczenie na ocenę
Konwersatorium - Zaliczenie na ocenę
Skrócony opis: (tylko po angielsku)

International negotiation - the basic concepts and approaches. Phases involved in negotiation process. Diplomatic negotiation and role of mediation in international negotiations. Strategies and styles of negotiation. Cross-cultural negotiation and negotiation styles of selected cultures.Power in international negotiations. Communication in international negotiation - verbal and non-verbal communication; intercultural communication dynamics; persuasive communication.

Pełny opis: (tylko po angielsku)

International negotiation

Dr. Kamila Pronińska

Institute of International Relations University of Warsaw

2017/18

I. Course introduction.

II. International negotiation – definitions, metaphors, theories. Basic concepts of negotiation. An overview of negotiation approaches – structural, strategic, process oriented, behavioral, integrative.

Readings

- Bertram I. Spector, Metaphors of International Negotiation, “International Negotiation. A Journal of Theory and Practice” 1996, no 1, pp. 1 – 9

- Otomar J. Bartos, Negotiation as Friendship Formation, “ 1996, no 1, pp. 29-46;

- Christophe Dupont, Negotiation as Coalition Building, “International Negotiation. A Journal of Theory and Practice” 1996, no 1, pp. 47-64;

III. Process approach to negotiation. Negotiation cycle - phases in international negotiation.

Readings

- Herbert C. Kelman, Negotiation as Interactive Problem Solving, “International Negotiation. A Journal of Theory and Practice” 1996, no 1, pp. 99-123.

IV. Diplomatic negotiation – a view from international relations. Negotiation as dispute settlement; “an international diplomatic culture”.

Readings

- Winfried Lang, Negotiation as Diplomatic Rule-Making, “International Negotiation. A Journal of Theory and Practice”, 1996, no 1, pp. 65 – 78.

- Raymond Cohen, Negotiating across Cultures. International Communication in an Interdependent World, United States Institute of Peace 1997, pp. 20-23

V. Diplomatic negotiation – role of mediation in international negotiations

Readings

- I. W. Zartman, S. Touval, International Mediation: Conflict Resolution and Power Politics, “Journal of Social Issues”, vol. 41, no. 2, 1985, pp. 27-45.

- case study: Camp David Accord

VI. The strategy and style matrix – negotiation strategies (distributive/predatorial; integrative; ZOPA; reservation point; bottom lines); identification of negotiation styles (soft, hard, principled). Negotiators’ types; how to organize a negotiation team.

Readings

- R. Fisher, W. Ury with B. Patton, Getting to YES. Negotiating an agreement without giving in, Random House Business Books, second edition 2013. pp. 13-48.

- Test: Identification of a preferred negotiation style

VII. Role of a context and culture in international negotiations: negotiation’s environment – psychological, operational, cultural, material; time; language; place; perception in international negotiation

Readings

- Raymond Cohen, Negotiations Across Cultures. International Communication in an Interdependent World, Washington, D.C. 1997, pp. 9 – 19; and chapter 3 “Intercultural Dissonance”.

VII-IX Negotiation styles of selected countries/ cultures.

Oral presentations on selected negotiation cultures:

USA; Asian countries (China; India; Japan; South Korea); selected Latin American countries; differences between European countries’ negotiation styles – Russia; Scandinavia; Germany; Spain; Italy; Poland…

X. Power in international negotiations.

Readings

- Frank R. Pfetsch, Symmetry and Asymmetry in International Negotiations, “International Negotiation” 2000, no 1, pp. 21-42;

- - case study: Russia-Ukraine and Russia-EU political crisis

XI. Communication in international negotiation - verbal and non-verbal communication; communication barriers; intercultural communication dynamics; giving and getting information; persuading – arguing, promising, appealing.

Readings

- A.A. Slatkin, Communication in Crisis and Hostage Negotiations: Practical Communication Techniques, Strategems, and Strategies for Law Enforcement, Corrections and Emergency Service Personnel in Managing Critical Incidents, Springfield: Charles C. Thomas Publisher Ltd. 2010 (e-book)

XII-XIII. Simulation game (see: the instructions for the simulation game)

Course Requirements:

1. Attendance/active participation – the nature of this course assumes your active participation which involves: readings, qualitative contributions to seminar discussions, negotiation exercises, preparation of case studies

2. National negotiating style – oral presentation (optional)

3. Final exam - Simulation game

Literatura: (tylko po angielsku)

- Raymond Cohen, Negotiations Across Cultures. International Communication in an Interdependent World, Washington, D.C. 1997, pp. 9 – 19; and chapter 3 “Intercultural Dissonance”.Readings

- A.A. Slatkin, Communication in Crisis and Hostage Negotiations: Practical Communication Techniques, Strategems, and Strategies for Law Enforcement, Corrections and Emergency Service Personnel in Managing Critical Incidents, Springfield: Charles C. Thomas Publisher Ltd. 2010 (e-book)

- Frank R. Pfetsch, Symmetry and Asymmetry in International Negotiations, “International Negotiation” 2000, no 1, pp. 21-42;

- Winfried Lang, Negotiation as Diplomatic Rule-Making, “International Negotiation. A Journal of Theory and Practice”, 1996, no 1, pp. 65 – 78.

- Raymond Cohen, Negotiating across Cultures. International Communication in an Interdependent World, United States Institute of Peace 1997, pp. 20-23

Readings- R. Fisher, W. Ury with B. Patton, Getting to YES. Negotiating an agreement without giving in, Random House Business Books, second edition 2013. pp. 13-48.

- I. W. Zartman, S. Touval, International Mediation: Conflict Resolution and Power Politics, “Journal of Social Issues”, vol. 41, no. 2, 1985, pp. 27-45.

- Bertram I. Spector, Metaphors of International Negotiation, “International Negotiation. A Journal of Theory and Practice” 1996, no 1, pp. 1 – 9

- Otomar J. Bartos, Negotiation as Friendship Formation, “ 1996, no 1, pp. 29-46;

- Christophe Dupont, Negotiation as Coalition Building, “International Negotiation.

A Journal of Theory and Practice” 1996, no 1, pp. 47-64;

- Herbert C. Kelman, Negotiation as Interactive Problem Solving, “International

Negotiation. A Journal of Theory and Practice” 1996, no 1, pp. 99-123.

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02-097 Warszawa
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