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Business Negotiations

General data

Course ID:	2600-IBP-BN
Erasmus code / ISCED:	(unknown) / (unknown)
Course title:	Business Negotiations
Name in Polish:	Business Negotiations
Organizational unit:	Faculty of Management
Course groups:	(in Polish) Przedmioty dla 1 roku, 2 sem., stacjonarne, IBP (Nowy Program ważny od 2022/2023)
ECTS credit allocation (and other scores):	4.00 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:	English
Type of course:	obligatory courses
Short description:	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.
Full description:	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)
Bibliography:	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.
Learning outcomes:	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)
Assessment methods and assessment criteria:	Active participation in simulation games Participation in 60% of negotiation games

Classes in period "Summer semester 2023/24" (in progress)

Time span:	2024-02-19 - 2024-06-16	Selected timetable range: weekly course term Navigate to timetable MO KON TU W TH FR
Type of class:	Seminar, 30 hours more information
Coordinators:	Agnieszka Postuła
Group instructors:	Agnieszka Postuła
Students list:	(inaccessible to you)
Examination:	Course - Grading Seminar - Grading

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