OPF:EVSNPVYJ Negotiating - Course Information

EVSNPVYJ Negotiating

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

• Marketing and Management (programme OPF, N_EKOMAN)

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%.

Activity	Difficulty [h]
Ostatní studijní zátěž	60
Seminář	26
Zápočet	30
Summary	116

• Enrolment Statistics (recent)
  
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