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Conflict, mediation, negotiations - seminar

Informacje ogólne

Kod przedmiotu: 2500-EN-S-63 Kod Erasmus / ISCED: 14.4 / (0313) Psychologia
Nazwa przedmiotu: Conflict, mediation, negotiations - seminar
Jednostka: Wydział Psychologii
Grupy: Business Psychology Specialization
specialization courses for 4 and 5 year
Punkty ECTS i inne: 3.00
zobacz reguły punktacji
Język prowadzenia: angielski
Rodzaj przedmiotu:

fakultatywne

Skrócony opis: (tylko po angielsku)

In this course we focus on practical aspects of conflict resolution.

Students learn about two main negotiation strategies: distributive and

integrative (problem solving). From these two perspectives students learn

about objective and subjective dimensions in negotiation. On this basis

students learn how to: prepare to a negotiation, analyze negotiation

context, establish procedures of communication, use bargaining tactics.

Pełny opis: (tylko po angielsku)

 Economic predictors of negotiation

 Psychological aspects of negotiation

 Emotions vs. Interests

 Preparation to negotiation

 Manipulation and defense against manipulation in negotiation

 Distributive strategy in negotiation

 Problem solving strategy in negotiation

 Claiming value processes in negotiation

 Creating value processes in negotiation

 Traps and problems of combining claiming and creating value

processes during negotiation

Literatura: (tylko po angielsku)

1. Introduction to conflict and negotiation. Basic dimensions of

conflict and possible strategies in negotiation.

◦ Deutsch, M., Coleman, P. T., & Marcus, E. C. (2014). The

handbook of conflict resolution: Theory and practice. San

Francisco, CA: John Wiley & Sons.

[Introduction; Chapter 1]

◦ Rubin, J.Z., Pruitt, D. G., Hee Kim, S.(1994). Social conflict.

Escalation, Stalemate and Settlement. London: McGraw-Hill,

Inc. [Chapters 1 & 2]

◦ Lewicki, R. D., Barry, B., & Saunders, D. M. (2007). Essentials

of Negotiations (4th ed.). McGraw-Hill Publishing.[Chapter 2:

Strategy and Tactics of Distributive Bargaining]

2. Preparation to negotiation; Distributive bargaining strategies;

Hardball tactics in negotiations

◦ Lewicki, R. D., Barry, B., & Saunders, D. M. (2007). Essentials

of Negotiations (4th ed.). McGraw-Hill Publishing.[Chapter 4:

Negotiation: Strategy and Planning]

3. Team negotiations

◦ Lewicki, R. D., Barry, B., & Saunders, D. M. (2007). Essentials

of Negotiations (4th ed.). McGraw-Hill Publishing. [Chapter

10: Multiple Parties and Teams]

4. Integrative negotiation strategy

◦ Lewicki, R. D., Barry, B., & Saunders, D. M. (2007). Essentials

of Negotiations (4th ed.). McGraw-Hill Publishing.[Chapter 3:

Strategy and Tactics of Integrative Negotiation]

◦ [voluntarily] Fisher,R. Ury,W. & Patton,B. (1991). Getting to

Yes: Negotiating Agreement Without Giving In. New York:

Penguin Books.

5. Creating value in negotiation; Negotiating with difficult people

◦ Thompson, L. L. (2012). The mind and heart of the negotiator.

New York, NY: Pearson Education, Inc. [Chapter 4: Win-Win

Negotiation: Expanding the pie; Chapter 6: Establishing Trust

and Building a Relationship]

◦ [voluntarily] Bazerman, M.H. & Neale, M.A. (1992).

Negotiating rationally. New York: Free Press.

◦ [voluntarily] Ury,W. (1991). Getting Past No: Negotiating with

Difficult People. New York: Bantam Books .

Efekty uczenia się: (tylko po angielsku)

Knowledge:

 Structure of a situation of negotiation.

 Key negotiation strategies

 Possible solutions of conflict

 hardball tactics & methods of defense

 Information necessary to gather before negotiation

Skills, how to:

 prepare to negotiation;

 conduct negotiation talks

 how to deal with a difficult negotiator;

 how to influence the other party’s perception of the

negotiated good;

 how to concede in negotiation.

 analyze the structure of a negotiation situation

 defend against hardball tactics

 achieve satisfying, win- win agreement

Metody i kryteria oceniania: (tylko po angielsku)

 4 Homeworks – total 40%

◦ Preparation to negotiations (10%)

◦ Social influence (10%)

◦ Decisional biases (10%)

◦ Communication techniques (10%)

 Class performance – 10%

 Peer assessment of negotiation style – 10%

 Multiple choice test – 40%

Presence in all classes is obligatory. In really difficult cases it might be

possible to negotiate very strenuous additional work.

Zajęcia w cyklu "Semestr zimowy 2018/19" (zakończony)

Okres: 2018-10-01 - 2019-01-25
Wybrany podział planu:


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zobacz plan zajęć
Typ zajęć: Seminarium, 30 godzin więcej informacji
Koordynatorzy: Łukasz Jochemczyk
Prowadzący grup: Łukasz Jochemczyk
Lista studentów: (nie masz dostępu)
Zaliczenie: Przedmiot - Zaliczenie na ocenę
Seminarium - Zaliczenie na ocenę
Uwagi: (tylko po angielsku)

Prerequisites

Completed course on Social Psychology

Opisy przedmiotów w USOS i USOSweb są chronione prawem autorskim.
Właścicielem praw autorskich jest Uniwersytet Warszawski.