EVSNPVYJ Negotiating

School of Business Administration in Karvina
Summer 2016
Extent and Intensity
0/2/0. 4 credit(s). Type of Completion: z (credit).
Guaranteed by
Departament of Economics and Public Administration – School of Business Administration in Karvina
Prerequisites
None.
Course Enrolment Limitations
The course is also offered to the students of the fields other than those the course is directly associated with.
fields of study / plans the course is directly associated with
Course objectives
The course focuses on the acquisition of negotiation skills in business. It deals with the negotiation process in its various stages, training techniques and strategies. The emphasis is on self-evaluation and self -negotiating and on individual profile based testing solutions. It acquaints students with the cultural dimensions and their specifics in negotiating styles.
Syllabus
  • 1. Subject of negotiation
    2. Personality of negotiator
    3. Strategies, tactics and tricks
    4. Preparing for negotiation
    5. The negotiation phase
    6. Team negotiation
    7. Application of strategies, tactics, tricks and team negotiation
    8. Conflict in negotiation
    9. Active listening in negotiation
    10. Negotiated speech
    11. Intercultural negotiation
    12. Dimensions of culture and their characteristics
    13. Selected cultures and their specifics
Literature
    required literature
  • FISHER, R., W. URY a B. PATTON. Getting to yes: negotiating agreement without giving in. New York: Penguin, 2011. ISBN 01-431-1875-7. info
  • SCHARLAU, K. Techniky vedení rozhovoru. Praha: Grada, 2008. ISBN 978-80-247-2234-4. info
  • BORG, J. Umění přesvědčivé komunikace. Praha: Grada, 2007. ISBN 978-80-247-1971-9. info
  • KHELEROVÁ, V. Komunikační a obchodní dovednosti manažera. Praha: Grada, 2006. ISBN 80-247-1677-1. info
  • SOBČÍKOVÁ, J. Vyjednávání. Karviná: OPF SU, 2005. ISBN 80-7248-297-1. info
    recommended literature
  • FISHER, R., URY, W. Jak dosáhnout souhlasu? Praha, Management press, 2004. ISBN 80-7261-100-3. info
  • MIKULÁŠTÍK, M. Komunikační dovednosti v praxi. Praha: Grada, 2003. ISBN 80-247-0650-4. info
  • TERMANN, S. Umění přesvědčit a vyjednat. Praha, Grada, 2002. ISBN 80-247-0304-1. info
  • WAGE, J. L. Vyjednávání - strategie a taktika. Ostrava, 2000. ISBN 80-7225-034-5. info
  • ROBINSON, C. Effective negotiation. London: Kogan Page, 1996. ISBN 0749420200. info
  • KŘIVOHLAVÝ, J. Tajemství úspěšného jednání. Praha: Grada, 1995. ISBN 80-85623-84-6. info
Teaching methods
Skills demonstration
Seminar classes
Assessment methods
Credit
Language of instruction
Czech
Further comments (probably available only in Czech)
The course can also be completed outside the examination period.
Teacher's information
Credit course test, seminar paper, attendance in seminars 60%.

ActivityDifficulty [h]
Ostatní studijní zátěž60
Seminář26
Zápočet30
Summary116
The course is also listed under the following terms Summer 2015.
  • Enrolment Statistics (recent)
  • Permalink: https://is.slu.cz/course/opf/summer2016/EVSNPVYJ