Art of Negotiation

General data

Course ID:	2102-ANG-M-D3ARNE
Erasmus code / ISCED:	14.1 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. / (0312) Political sciences and civics The ISCED (International Standard Classification of Education) code has been designed by UNESCO.
Course title:	Art of Negotiation
Name in Polish:	Art of Negotiation
Organizational unit:	Faculty of Political Science and International Studies
Course groups:	(in Polish) Nauki Polityczne - ANG-DZIENNE II STOPNIA - 3 semestr 2 rok - przedmioty obowiązkowe
ECTS credit allocation (and other scores):	(not available) 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. view allocation of credits
Language:	English
Type of course:	obligatory courses
Short description:	Short description: Theory and practice of negotiation.
Full description:	The course “The Art of Negotiation” places particular emphasis on understanding the process of bargaining and negotiation and analyzes a variety of dispute settlement theories. Students will examine and compare the utility, efficiency, techniques, and tactics of various settlement procedures. It consists of 15 classes (2 academic hours each): 1. Kick-off meeting - Introduction to the Art of Negotiation 2. Conflict – possible reasons of conflict, tools for conflict analysis, methods of dispute, circle of conflict 3. Methods of conflict resolution: court, arbitrage, force, pressure without using force, negotiation, mediation, administrative and legal decisions 4. Strategies of negotiation 5. Positional Strategy of Conflict Resolution, Basic Negotiation Terms and Basic Negotiation Principles 6. Interest-based Strategy of Conflict Resolution 7. Needs and Positions In Negotiation 8. Traps and Tricks in Negotiation Process 9. Effective Communication in Negotiation Process 10. Group Negotiations 11. Multi-Party Negotiation & Coalitions 12. Mediation as a Strategy for Alternative Dispute Resolution 13. Summary and revision 14. Exam 15. Analysis of the exam results
Bibliography:	Getting to Yes: How to Negotiate Agreement Without Giving In, by Roger Fisher, William Ury, Bruce Patton, 2003 Getting Past No: Negotiating Your Way from Confrontation to Cooperation, by William Ury, 1993 A General Theory on Conflicts and Disputes, by Raymond Shonholtz, Partners for Democratic Change, Journal of Dispute Resolution, November 2003, Vol. 2003, No. 2, pgs 400-411. The Mediation Process, by Christopher W. Moore, 2003
Learning outcomes:	K_W11: Knows and understands mechanisms of conflicts and dispute resolution processes; K_W12: Has a specialist knowledge of subjects of political communication and their relationships in terms of political conflicts; K_U12: Has developed skills to communicate adequately in the process of negotiation (presenting offers and statements, asking questions on needs and interests, defending positions); K_K01: Is ready to participate actively in the real negotiation; K_K02: Is ready to participate in building the institutionalised forms of activity of citizens using different methods of dispute resolution; K_K03: Can take active part in preparing and conducting group negotiations; K_K05: Identifies and solves correctly dilemmas connected with the applying correct strategy and method of negotiation; K_K06: Can manage a negotiation team
Assessment methods and assessment criteria:	Assessment methods: evaluation of active participation in the course and a written exam (both test and open questions); Assessment criteria: students will have to give evidence (by discussing topics of each class, expressing opinions, obtaining a high score in the exam) of good knowledge of the course topics.
Practical placement:	None

This course is not currently offered.

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