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Negotiations

General data

Course ID:	2600-MSFRdz2NEG
Erasmus code / ISCED:	(unknown) / (unknown)
Course title:	Negotiations
Name in Polish:	Negocjacje
Organizational unit:	Faculty of Management
Course groups:	(in Polish) Przedmioty dla MSFiR zaoczne 2 rok, semestr zimowy (in Polish) Przedmioty obowiązkowe dla 2 roku MSZFiR dzienne sem. zimowy
ECTS credit allocation (and other scores):	2.00 Basic information on ECTS credits allocation principles: the annual hourly workload of the student’s work required to achieve the expected learning outcomes for a given stage is 1500-1800h, corresponding to 60 ECTS; the student’s weekly hourly workload is 45 h; 1 ECTS point corresponds to 25-30 hours of student work needed to achieve the assumed learning outcomes; weekly student workload necessary to achieve the assumed learning outcomes allows to obtain 1.5 ECTS; work required to pass the course, which has been assigned 3 ECTS, constitutes 10% of the semester student load.
Language:	Polish
Type of course:	obligatory courses
Mode:	Classroom
Short description:	The classes concern one of the most popular processes of exchanging information and reaching common arrangements both in business and private life. Participants of theoretical and practical classes are introduced to the most popular tools related to negotiation processes.
Full description:	Lecture 1. Introduction to negotiations  Principles of negotiations  Basic elements of the process  History of negotiations – key dates and names  The role of emotional intelligence  The difference between negotiation, sales and mediation processes 2. Stages of the negotiation process  Preparation  Implementation  Implementation and settlement 3. 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 4. Principles of police negotiations 5. Negotiations in an international environment 6. Selected techniques for controlling negotiation communication  Paraphrase  Quotations  Inquiry  summary 7. Circle of Conflicts Ch. More  structural conflict - conflict of values  information conflict 8. Principles of exerting influence  Persuasion  Psychotechnics  Social engineering  manipulation 9. Negotiation styles  Soft style  Hard style  Mixed style – Harvard model 10. Negotiation strategies  Financial strategy  Margin strategy  Share strategy  Prestige strategy 11. Negotiation techniques  Verbal techniques  Non-verbal techniques  Linguistic techniques 12. Negotiation tactics – dilemmas  Who's first?  Rules of concessions  Salami or packaged 13. Negotiation mistakes  Routine error  Haste bug  Unprepared error  Working on opinions  Beliefs and stereotypes 14. Negotiator's competences  Soft  Hard  Example of original research 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
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.
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 methods and assessment criteria:	There is one grade for attendance at the lecture and practical group classes.

Classes in period "Winter semester 2024/25" (past)

Time span:	2024-10-01 - 2025-01-26	Selected timetable range: weekly course term Go to timetable MO TU WYK W CW CW CW CW CW CW TH FR
Type of class:	Classes, 16 hours more information Lecture, 14 hours more information
Coordinators:	Krzysztof Kałucki
Group instructors:	Krzysztof Kałucki
Students list:	(inaccessible to you)
Credit:	Course - Grading Classes - Grading Lecture - Grading

Course descriptions are protected by copyright.
Copyright by University of Warsaw.