Negotiations

General data

Course ID:	2400-M1EMNEG
Erasmus code / ISCED:	14.3 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. / (0311) Economics The ISCED (International Standard Classification of Education) code has been designed by UNESCO.
Course title:	Negotiations
Name in Polish:	Negocjacje
Organizational unit:	Faculty of Economic Sciences
Course groups:
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:	Polish
Type of course:	obligatory courses
Short description:	The aim of the course is to transfer knowledge and practice practical skills related to efficient communication, solving conflicts and negotiations. Negotiations will be presented as effective method of solving conflicts and group decision-making, requiring high level of communications skills. The students will learn and practice building negotiation strategies and using techniques of conducting negotiations, including socio-economic and cultural context of negotiations. In order to obtain the educational effects concerning students competences of participating in negotiation processes, workshops will take place during the classes, enabling students taking part in negotiation games. The assessment of these team games and the assessment of an essay written by the students individually will be the basis for obtaining the credit for the subject.
Full description:	Topics of the classes: 1. Effective communication barriers and limitations in effective communication; principles of effective communication; verbal, paraverbal and non-verbal communication; effective persuasion; the art of giving way and accepting criticism 2. Rationality in negotiations negotiations as a decision-making process; myths in negotiations; limited rationality; psychological aspects of negotiations; satisfaction in negotiations and its measurement 3. Conflict resolution as a specific negotiating situation the essence and causes of conflict; types of conflicts; behavior of conflict participants; styles and techniques of conflict management; conflict management and conflict resolving 4. Negotiation strategies and tactics negotiation strategies: positional and problem ones; overcoming resistance in negotiations; persuasion; negotiation techniques; ethical dimension of negotiations 5. Preparation and conducting negotiations the negotiation process model; negotiation meta-game; preparation for negotiations; putting expectations; argumentation; regression; concluding negotiations 6. Cultural aspects of negotiations the influence of national culture on attitudes towards negotiations; international diversity of the rules of effective communication and negotiation techniques; the specificity of negotiations in selected countries 7. Negotiation workshops team work - participation in negotiation games regarding situations related to taking up a job, trading and public affairs
Bibliography:	William Ury, Getting to Yes with Yourself: How to Get What You Truly Want, HarperCollins 2016 Roger Fisher, William L. Ury, and Bruce Patton, Getting to Yes. Negotiating Agreement Without Giving In, Random House Business Books 2012 Additional: Roger Fisher, Daniel Shapiro, Beyond Reason: Using Emotions as You Negotiate, Random House Business Books 2006 Steve Gates, The Negotiation Book: Your Definitive Guide to Successful Negotiating, 2nd Edition, Wiley 2015 Deepak Malhotra and Max Bazerman, Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond, Harvard Business School 2008 Michele J. Gelfand, Jeanne M. Brett (ed.), The Handbook of Negotiation and Culture, Stanford Business Books 2004 Robert Cialdini, Influence. The Psychology of Persuasion, William Morrow & Co. 1984
Learning outcomes:	After completing the course, the student: • analyzes verbal and non-verbal messages in terms of their influence on communication effectiveness • knows the specifics of negotiations as the process of conflict management and conflict resolving • consciously shapes their attitude in communication to achieve greater effectiveness of communication • characterizes different negotiation strategies and techniques • applies negotiation strategies and techniques to increase the effectiveness of negotiations • identifies the conditions of national culture affecting the negotiation process • is able to plan and implement various negotiation strategies with the use of selected negotiation techniques • understands the ethical and cultural aspects of conducting negotiations SW01, SW02, SW03, SW04, SU01, SU02, SU03, SU04, SU05, SU06, SU07, SK01, SK02, SK03
Assessment methods and assessment criteria:	The final grade is the arithmetic average of two grades: for written individual work and for the result of a group negotiation workshop. In addition, activity during the class is rewarded. Group work involves participation in negotiation workshops - teams conduct negotiations between themselves according to the planned negotiation game scenarios. The negotiation workshops evaluate: the correctness of the use of negotiation methods and techniques and their effectiveness. Individual works involve the development of a written scientific essay on negotiations, on a selected topic from the list of topics presented by the lecturer.

This course is not currently offered.

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Copyright by University of Warsaw.