Business Negotiations
Informacje ogólne
Kod przedmiotu: | 2600-IBP-BN |
Kod Erasmus / ISCED: | (brak danych) / (brak danych) |
Nazwa przedmiotu: | Business Negotiations |
Jednostka: | Wydział Zarządzania |
Grupy: |
Przedmioty dla 1 roku, 2 sem., stacjonarne, IBP (Nowy Program ważny od 2022/2023) |
Punkty ECTS i inne: |
4.00
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Język prowadzenia: | angielski |
Rodzaj przedmiotu: | obowiązkowe |
Skrócony opis: |
Presentation and discussion of conflict issues. Definition of negotiations. Studying ways of preparation to the negotiation process and its consequences. Practicing negotiation skills with simulations games. |
Pełny opis: |
Conflict and negotiations • costs and benefits of conflict • types of conflict • conflict of interests • strategies (styles) of conflict resolution • definition of negotiations • types of interests • oxford debate Preparation to negotiations (interests analysis, alternatives, BATNA, negotiating issues, criteria, propositions (bargaining mix), opening proposal, communication, commitments, parties relationships). Strategies, tactics and techniques in negotiations. Practicing and discussing following topics: • negotiations’ opening – formal and courtesy; negotiating anchor and interests • distributive bargaining; cooperation • role of concessions • revealing information • persuasion • prisoner’s dilemma • communication (listening, talking, asking questions) • talking about interests • how to break a deadlock and avoid flop • „golden bridge” • steps for reaching agreement • break in negotiations • creative negotiations • ways of perceiving negotiating situation • building an advantage (negotiating diamond) |
Literatura: |
Lewicki, R.J., Saunders, D.M., Barry, B. (2019) Essentials of Negotiation. McGraw Hill. Lax, David. A., Sebenius, James K. (2006) 3-D Negotiation: Powerfool tools to change the game in your most important deals. Harvard Business School Press. Rządca, Robert A. (2003) Negocjacje w interesach, Warszawa: PWE. Shell, Richard G. (2006). Bargaining for Advantage. Negotiation Strategies for Resonable People. Penguin Books. |
Efekty uczenia się: |
Knows and understands in-depth the nature of conflicts and ways of solving them. (K_W01) Knows and understands the mechanisms occurring in the negotiation process in the business environment. (K_W02) Is able to use negotiation theory to recognize, diagnose and apply basic negotiation strategies, tactics and techniques. (K_U01) Is able to plan, organize and manage the negotiation process (individually and in a team). (K_U05) Is ready to think and act in an effective and ethical manner in business negotiation situations. (K_K02) |
Metody i kryteria oceniania: |
Active participation in simulation games Participation in 60% of negotiation games |
Zajęcia w cyklu "Semestr letni 2023/24" (w trakcie)
Okres: | 2024-02-19 - 2024-06-16 |
Przejdź do planu
PN KON
WT ŚR CZ PT |
Typ zajęć: |
Konwersatorium, 30 godzin
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Koordynatorzy: | Agnieszka Postuła | |
Prowadzący grup: | Agnieszka Postuła | |
Lista studentów: | (nie masz dostępu) | |
Zaliczenie: |
Przedmiot -
Zaliczenie na ocenę
Konwersatorium - Zaliczenie na ocenę |
Właścicielem praw autorskich jest Uniwersytet Warszawski.