Politechnika Częstochowska - Centralny System Uwierzytelniania
Strona główna

Negotiation Techniques WZ-MAN-D2-NT-02
Ćwiczenia (CW) Semestr letni 2021/2022

Informacje o zajęciach (wspólne dla wszystkich grup)

Liczba godzin: 30
Limit miejsc: (brak limitu)
Zaliczenie: Zaliczenie na ocenę
Literatura: (tylko po angielsku)

Basic literature:

1. Barry B., Lewicki R.J., Saunders D., Negotiation, McGraw-Hill, Boston, 2010

2. Skiba Ł. Ethical Aspekts of Negotiations, The Role of Management Functions in Successful Enterprise Performance Ed. By Bylok F.,Tangl A., Agroinform Publishing House, Budapest, 2016.

3. Niedbał R., E-Negotiations as a Tool for the Realization of Management Concepts Oriented at Co-Operation, IT Tools in Management and Education. Selected Problems Ed. by Kiełtyka L., Wydawnictwo Politechniki Częstochowskiej , Częstochowa, 2011.

Supplementary literature:

4. Krzywda J. Intercultural Negotiations in Supply Chains on the Example of Poland and Germany, Zeszyty Politechniki Częstochowskiej, Zarządzanie Vol.2., No.27, Częstochowa, 2017

Efekty uczenia się: (tylko po angielsku)

THE EFFECTS OF EDUCATION

EU 1- The student is able to prepare contract negotiations.

EU 2- The student is able to design the negotiation process.

EU 3- The student is able to identify and use basic negotiation tactics.

EU 4- The student is able to carry out contract negotiations in English language.

Metody i kryteria oceniania: (tylko po angielsku)

F1. Test

F2. Activity during the classes

P1. Presentation, Negotiation sheet

EU1:

2,0 - The student did not have basic knowledge about the preparation of contract negotiations.

3,0 - The student knows the basic elements of the commercial contract and the rules for their preparation.

4,0 - The student is able to prepare a draft commercial contract.

5,0 - The student is able to prepare a multi-variant project of a commercial contract

EU2:

2,0 - The student does not know the basic stages of the negotiation process and can not design them; 3,0 - The student knows the basic stages of the negotiation process but has difficulty in designing them;

4,0 - The student is able to design the process of negotiations.

5,0 - The student is able to design a multi-variant negotiation process. He can also take into account the expected decisions of the other party.

EU3:

2,0 - The student does not know and does not understand the mechanisms of functioning of the most important negotiation tactics.

3,0 - The student has elementary knowledge about negotiation tactics.

4,0 - The student has a basic knowledge of negotiation tactics and is able to recognize them.

5,0 - The student has knowledge of negotiation tactics, understands them and can counteract them.

EU4:

2,0 - The student cannot carry out the simplest negotiations,

3,0 - The student is able to negotiate only according to the prepared scenario.

4,0 - The student is able to prepare and conduct negotiations in a way that takes into account unforeseen decisions of the other party.

5,0 - The student is able to negotiate taking into account many options to solve the problem.

Zakres tematów: (tylko po angielsku)

C1 - Introduction to the subject. Examples of the negotiations conducted by students. 2h

C2/C3- Styles of negotiation – examples. 4h

C4 - Analysis of the use of BATNA in negotiations. How to find a zone of possible agreement? 2h

C5/C6 - Main rules of effective negotiation. 4h

C8 - Solving different types of conflict. 2h

C8/C9 - Discussion of basic negotiation techniques - presentation of examples 4h

C10 - Negotiation as a type of game. 2h

C11 - Active listening and proper formulation of questions. 2h

C12 - Contract negotiation. 2h

C13 - Manipulation in negotiation – how to recognize and fight them. 2h

C14 - Negotiation style based on principles - exercise based on scenario 2h

C15 - Summary of the course and checking the knowledge. 2h

Metody dydaktyczne: (tylko po angielsku)

1. Student book and other publications

2. Computer and projector

3. Power Point presentations

4. Negotiation sheet

Grupy zajęciowe

zobacz na planie zajęć

Grupa Termin(y) Prowadzący Miejsca Liczba osób w grupie / limit miejsc Akcje
1 każda środa, 12:15 - 14:00, sala 302
Anna Karczewska 43/ szczegóły
Wszystkie zajęcia odbywają się w budynku:
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