Negotiation Techniques
Informacje ogólne
Kod przedmiotu: | 121531-D |
Kod Erasmus / ISCED: |
04.9
|
Nazwa przedmiotu: | Negotiation Techniques |
Jednostka: | Szkoła Główna Handlowa w Warszawie |
Grupy: |
Courses for GBI - bachelors Courses for GLO - bachelors Major courses for GBI - bachelors Major courses for GLO - bachelors Przedmioty obowiązkowe na programie SLLD-GBI Przedmioty obowiązkowe na programie SLLD-GLO |
Punkty ECTS i inne: |
4.50 (zmienne w czasie)
|
Język prowadzenia: | angielski |
Efekty uczenia się: |
Wiedza: 1. To learn key negotiating concepts. 2. To learn negotiating rules, from standpoint of company interests. 3. To understand the psychological mechanisms underpinning the conduct of negotiations; To learn the influence of negotiating teams' cultures on the course of negotiations. 4. To identify their own negotiating style. Umiejętności: 1. To conduct negotiations using various negotiation tactics. 2. To learn developing a BATNA for each negotiating situation. 3. To learn applying the right negotiating tactics in accordance with the negotiating situation. 4. To assess one's own negotiating skills. Kompetencje społeczne: 1. Teamwork; Stress management during negotiations. 2. Concentration on problems to be solved, while respecting other people and cultural differences. |
Zajęcia w cyklu "Preferencje - Semestr letni 2024/25" (jeszcze nie rozpoczęty)
Okres: | 2025-02-15 - 2025-09-30 |
Przejdź do planu
PN WT ŚR CZ PT |
Typ zajęć: |
Zajęcia prowadzącego
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|
Koordynatorzy: | (brak danych) | |
Prowadzący grup: | Halina Brdulak, Dariusz Mongiało | |
Lista studentów: | (nie masz dostępu) | |
Zaliczenie: |
Przedmiot -
Ocena
Zajęcia prowadzącego - Ocena |
Zajęcia w cyklu "Semestr letni 2024/25" (jeszcze nie rozpoczęty)
Okres: | 2025-02-15 - 2025-09-30 |
Przejdź do planu
PN WT ŚR CZ PT |
Typ zajęć: |
Konwersatorium, 45 godzin
|
|
Koordynatorzy: | (brak danych) | |
Prowadzący grup: | Halina Brdulak, Dariusz Mongiało | |
Lista studentów: | (nie masz dostępu) | |
Zaliczenie: |
Przedmiot -
Ocena
Konwersatorium - Ocena |
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Skrócony opis: |
Course students will receive instruction to prepare them - in terms of substance and psychologically - for a professional conduct of negotiations, using various kinds of negotiation: direct, online, by-telephone and tendering. The key element is good preparation for negotiations, involving teamwork skills building (division of roles), and development of alternatives and negotiating rules, with account taken of cultural differences. |
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Pełny opis: |
To prepare students for a professional conduct of negotiations. To teach rules governing the conduct of negotiations in various teams (including multicultural) and the roles to be performed by various team participants. To teach making use of reasonable arguments and understanding the importance of a professional presentation as an indispensable element of negotiation. To teach the importance of negotiating position. To develop students' skills to use various negotiation techniques in accordance with the negotiating situation. To develop students' self-awareness of their own negotiating style, using video recording. |
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Literatura: |
Literatura podstawowa: W. Ury, Getting Past No (Odchodząc od Nie), PWE, Warszawa 2014; R. Fisher, W. Ury, B. Patton, Getting to Yes, (Dochodząc do TAK) PWE, Warszawa 2013; B.Maude, International business Negotiation, Palgrave Mcmillan, 2014. Literatura uzupełniająca: H. Brdulak: Diversity management as a Business Model, in: Woman and Business, 2009; www.williamury.com; www.negotiations.com N.Peeling, Brilliant Negotiation, Pearson 2011 |
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Uwagi: |
Kryteria oceniania: referaty/eseje: 45.00% ocena z ćwiczeń: 55.00% |
Zajęcia w cyklu "Semestr zimowy 2024/25" (w trakcie)
Okres: | 2024-10-01 - 2025-02-14 |
Przejdź do planu
PN WT ŚR KON
CZ KON
KON
PT |
Typ zajęć: |
Konwersatorium, 45 godzin
|
|
Koordynatorzy: | (brak danych) | |
Prowadzący grup: | Halina Brdulak, Dawid Majcherek, Dariusz Mongiało, Małgorzata Szafranowicz | |
Lista studentów: | (nie masz dostępu) | |
Zaliczenie: |
Przedmiot -
Ocena
Konwersatorium - Ocena |
|
Skrócony opis: |
Course students will receive instruction to prepare them - in terms of substance and psychologically - for a professional conduct of negotiations, using various kinds of negotiation: direct, online, by-telephone and tendering. The key element is good preparation for negotiations, involving teamwork skills building (division of roles), and development of alternatives and negotiating rules, with account taken of cultural differences. |
|
Pełny opis: |
To prepare students for a professional conduct of negotiations. To teach rules governing the conduct of negotiations in various teams (including multicultural) and the roles to be performed by various team participants. To teach making use of reasonable arguments and understanding the importance of a professional presentation as an indispensable element of negotiation. To teach the importance of negotiating position. To develop students' skills to use various negotiation techniques in accordance with the negotiating situation. To develop students' self-awareness of their own negotiating style, using video recording. |
|
Literatura: |
Literatura podstawowa: W. Ury, Getting Past No (Odchodząc od Nie), PWE, Warszawa 2014; R. Fisher, W. Ury, B. Patton, Getting to Yes, (Dochodząc do TAK) PWE, Warszawa 2013; B.Maude, International business Negotiation, Palgrave Mcmillan, 2014. Literatura uzupełniająca: H. Brdulak: Diversity management as a Business Model, in: Woman and Business, 2009; www.williamury.com; www.negotiations.com N.Peeling, Brilliant Negotiation, Pearson 2011 |
|
Uwagi: |
Kryteria oceniania: referaty/eseje: 45.00% ocena z ćwiczeń: 55.00% |
Zajęcia w cyklu "Semestr letni 2023/24" (zakończony)
Okres: | 2024-02-24 - 2024-09-30 |
Przejdź do planu
PN WT ŚR KON
KON
CZ PT |
Typ zajęć: |
Konwersatorium, 45 godzin
|
|
Koordynatorzy: | (brak danych) | |
Prowadzący grup: | Halina Brdulak, Dawid Majcherek, Małgorzata Szafranowicz | |
Lista studentów: | (nie masz dostępu) | |
Zaliczenie: |
Przedmiot -
Ocena
Konwersatorium - Ocena |
|
Skrócony opis: |
Course students will receive instruction to prepare them - in terms of substance and psychologically - for a professional conduct of negotiations, using various kinds of negotiation: direct, online, by-telephone and tendering. The key element is good preparation for negotiations, involving teamwork skills building (division of roles), and development of alternatives and negotiating rules, with account taken of cultural differences. |
|
Pełny opis: |
To prepare students for a professional conduct of negotiations. To teach rules governing the conduct of negotiations in various teams (including multicultural) and the roles to be performed by various team participants. To teach making use of reasonable arguments and understanding the importance of a professional presentation as an indispensable element of negotiation. To teach the importance of negotiating position. To develop students' skills to use various negotiation techniques in accordance with the negotiating situation. To develop students' self-awareness of their own negotiating style, using video recording. |
|
Literatura: |
Literatura podstawowa: W. Ury, Getting Past No (Odchodząc od Nie), PWE, Warszawa 2014; R. Fisher, W. Ury, B. Patton, Getting to Yes, (Dochodząc do TAK) PWE, Warszawa 2013; B.Maude, International business Negotiation, Palgrave Mcmillan, 2014. Literatura uzupełniająca: H. Brdulak: Diversity management as a Business Model, in: Woman and Business, 2009; www.williamury.com; www.negotiations.com N.Peeling, Brilliant Negotiation, Pearson 2011 |
|
Uwagi: |
Kryteria oceniania: referaty/eseje: 45.00% ocena z ćwiczeń: 55.00% |
Zajęcia w cyklu "Semestr zimowy 2023/24" (zakończony)
Okres: | 2023-10-01 - 2024-02-23 |
Przejdź do planu
PN WT ŚR KON
KON
CZ PT |
Typ zajęć: |
Konwersatorium, 45 godzin
|
|
Koordynatorzy: | (brak danych) | |
Prowadzący grup: | Halina Brdulak, Dawid Majcherek, Małgorzata Szafranowicz | |
Lista studentów: | (nie masz dostępu) | |
Zaliczenie: |
Przedmiot -
Ocena
Konwersatorium - Ocena |
|
Skrócony opis: |
Course students will receive instruction to prepare them - in terms of substance and psychologically - for a professional conduct of negotiations, using various kinds of negotiation: direct, online, by-telephone and tendering. The key element is good preparation for negotiations, involving teamwork skills building (division of roles), and development of alternatives and negotiating rules, with account taken of cultural differences. |
|
Pełny opis: |
To prepare students for a professional conduct of negotiations. To teach rules governing the conduct of negotiations in various teams (including multicultural) and the roles to be performed by various team participants. To teach making use of reasonable arguments and understanding the importance of a professional presentation as an indispensable element of negotiation. To teach the importance of negotiating position. To develop students' skills to use various negotiation techniques in accordance with the negotiating situation. To develop students' self-awareness of their own negotiating style, using video recording. |
|
Literatura: |
Literatura podstawowa: W. Ury, Getting Past No (Odchodząc od Nie), PWE, Warszawa 2014; R. Fisher, W. Ury, B. Patton, Getting to Yes, (Dochodząc do TAK) PWE, Warszawa 2013; B.Maude, International business Negotiation, Palgrave Mcmillan, 2014. Literatura uzupełniająca: H. Brdulak: Diversity management as a Business Model, in: Woman and Business, 2009; www.williamury.com; www.negotiations.com N.Peeling, Brilliant Negotiation, Pearson 2011 |
|
Uwagi: |
Kryteria oceniania: referaty/eseje: 45.00% ocena z ćwiczeń: 55.00% |
Właścicielem praw autorskich jest Szkoła Główna Handlowa w Warszawie.