Negotiation Techniques

C1. To familiarize students with the principles of contract negation and mediation.

C2. Presentation and discussion of styles and rules of negotiation according to the Harvard model

1. The student has knowledge of the basics of psychology.

2. The student has knowledge of the basics of interpersonal communication.

3. The student has a basic knowledge of group mechanisms.

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

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.

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.

C1. To familiarize students with the principles of contract negation and mediation.

C2. Presentation and discussion of styles and rules of negotiation according to the Harvard model

1. The student has knowledge of the basics of psychology.

2. The student has knowledge of the basics of interpersonal communication.

3. The student has a basic knowledge of group mechanisms.

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

C1. To familiarize students with the principles of contract negation and mediation.

C2. Presentation and discussion of styles and rules of negotiation according to the Harvard model

1. The student has knowledge of the basics of psychology.

2. The student has knowledge of the basics of interpersonal communication.

3. The student has a basic knowledge of group mechanisms.

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

C1. To familiarize students with the principles of contract negation and mediation.

C2. Presentation and discussion of styles and rules of negotiation according to the Harvard model

1. The student has knowledge of the basics of psychology.

2. The student has knowledge of the basics of interpersonal communication.

3. The student has a basic knowledge of group mechanisms.

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

C1. To familiarize students with the principles of contract negation and mediation.

C2. Presentation and discussion of styles and rules of negotiation according to the Harvard model

1. The student has knowledge of the basics of psychology.

2. The student has knowledge of the basics of interpersonal communication.

3. The student has a basic knowledge of group mechanisms.

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