Negotiation and mediation techniques WZ-QPM-D1-FCS-03
Ćwiczenia (CW) Semestr zimowy 2021/2022

Basic resources:

1. Z. Nęcki, Negocjacje w biznesie, Antykwa 2000.

2. R. Fisher, W. Ury, B. Patton: Dochodząc do TAK. Negocjowanie bez poddawania się. Polskie Wydawnictwo Ekonomiczne 2000.

3. L. Cichobłaziński, Techniki negocjacji i mediacji, Wydawnictwo Politechniki Częstochowskiej 2009.

4. L. Cichobłaziński, Mediation in Collective Disputes Resolution in the Perspective of Anthropology of Organizational Communication, in: Management and Managers Facing Challenges of the 21st Century.

Theoretical Background and Practical Applications (red.) BYLOK Felicjan, UBREZIOVA I., CICHOBŁAZIŃSKI Leszek, Godollo 2014.

5. L. Cichobłaziński, Mediation in Collective Disputes as a Tool of Industrial Conflict Management - Case of Poland and Brazil, Polish Journal of Management Studies Vol. 18, No. 1,

https://pjms.zim.pcz.pl/resources/html/article/details?id=183838

Supplementary resources:

1. A.Hepper, M.Shmidt, Negocjacje handlowe po polsku i po angielsku, BC Edukacja, 2008.

2.Karczewska A., Using Modern Forms and Tools of Communication in an Organization for the Effective Human Resources Management, w: Human Resource Management and Corporate Competitiveness, (red.) C. B. Illes, F. Bylok, A. Dunay, Szent Istvan University Publishing, Gödöllö 2012, s. 238-249.

EU 1- Student is able to prepare contract negotiation.

EU 2- Student is able to design process of negotiation..

EU 3- Student is able to identify and to use the basic negotiation tactics.

EU 4- Student is able to conduct contract negotiation.

F1. Participation in classes

P1. Presentations of negotiation

P2. Test checking knowledge from the subject

EU1:

2.0 - Student did not learn basic knowledge how to prepare contract negotiation.

3.0 - Student knows basic elements of trade contract.

4.0 - Student is able to prepare trade contract.

5.0 - Student is able to prepare multi-option project of trade contract in English.

EU2:

2.0 - Student doesn’t know the basic stages of negotiation and is not able to its preparation.

3.0 - Student knows basic stages of negotiation process but he has

difficulties with its designing.

4.0 - Student is able to design the negotiation process.

5.0 - Student is able to design multi-optional negotiation process. He is able to consider anticipated decisions of opposite party of negotiation.

EU4:

2.0 - Student is not able to conduct even simple negotiation and mediation.

3.0 - Student is able to conduct negotiation only according to prepared scenario.

4.0 - Student is able to prepare and to conduct negotiation and mediation taking in to consideration unpredictable decisions of the opposite party.

5.0 - Student is able to conduct negotiation and mediation with consideration many options of resolution in English.

C1. Introduction to the subject. Examples of the negotiations conducted by students. 1h

C2/3. Styles of negotiation – examples. 2h

C4. Analysis of the use of BATNA in negotiations. How to find a zone of possible agreement? 1h

C5/6. Main rules of effective negotiation and mediation. 2h

C8. Solving different types of conflict. 1h

C8/9. Discussion of basic negotiation techniques - presentation of examples 1h

C10. Negotiation as a type of game. 1h

C11. Active listening and proper formulation of questions in negotiation and mediation. 1h

C12. Contract negotiation. 1h

C13. Manipulation in negotiation – how to recognize and fight them. 1h

C14. Negotiation style based on principles - exercise based on scenario 1h

C15. Summary of the course and checking the knowledge. 1h

Total: 15h

1. Books

2. Audiovisual presentation

3. Case studies

4. Negotiation paper sheet