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Negotiations

General data

Course ID:	3402-30NEGO
Erasmus code / ISCED:	14.2 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. / (0314) Sociology and cultural studies The ISCED (International Standard Classification of Education) code has been designed by UNESCO.
Course title:	Negotiations
Name in Polish:	Negocjacje
Organizational unit:	Institute of Applied Social Sciences
Course groups:	Compulsory courses for I-year students of 2,5-year extramular studies
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. view allocation of credits
Language:	Polish
Type of course:	supplementary
Short description:	This course prepares to conduct negotiations (individual and group) and also to work as an adviser. During the course participants will go through a number of simulation games on different difficulty level.
Full description:	The aim of this course is to provide students with knowledge and skills connected with efficient negotiations. This course also prepares to conduct negotiation (individual and group) and to work as an adviser. Programme: 1. Negotiation- definitions and basic concepts. 2. Negotiation as a way of solving conflicts. 3. Negotiation as an exchange process. 4. Negotiation as an information management process. 5. Negotiation as a process of communication. 6. The basic dimension of the analyzis of negotiation situations. (Matenbroek's conception). 7. Negotiation subjects (Rządca's conception) and theirs identity. 8. Negotiation object ( three-level negotiation aims model) 9. Different ways of understanding meanings of conclusion agreement and methods of theirs protection 10. Ethical aspects of negotiations 11. The negotiator role demands and ways of estimation his efficiency 12. Negotiation strategies (Fisher's and Ury's conception) 13. Positional strategy 14. Impact techniques and manipulation 15. Problem strategy 16. Techniques of co-operation and optimization of solutions 17. Collective negotiation 18. Multilateral negotiation; cross-cultural negotiation

Classes in period "Winter semester 2023/24" (past)

Time span:	2023-10-01 - 2024-01-28	Selected timetable range: weekly course term Navigate to timetable
Type of class:	Seminar, 20 hours, 12 places more information
Coordinators:	Agata Gójska
Group instructors:	Agata Gójska
Students list:	(inaccessible to you)
Examination:	Course - Grading Seminar - Grading

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