Business negotiations (warsztaty) - 2017/2018

Course description
General information
Lecturer:dr Marek Dąbrowski
Organising unit:Faculty of Law, Canon Law and Administration - Instytut Europeistyki
Number of hours (week/semester): 1/15
ECTS code:00001-0200-0200WAR0000
Language of instruction:English
Course objective
C1 - This Course allow students develop theoretical and practical approach to business negotiations.

C2 - The aim of this course is to introduce students to the most important information about the negotiations. Students will learn presentation skills, creativity in business negotiations, strategies, styles and ethics in negotiations.

C3 - This course prepares students for effective and ethical public communication in negotiation process. It is to introduce students to the theories, practices, principles of business negotiations. This course will help students to apply the general principles of the negotiations in standard and critical situations. On completion of this course students will be able to understand the power and meaning of business negotiations and also acquire practical skills based on practical cases.
Learning outcomes
On completion of this course students will be able to:

Student is able to understand the meaning of negotiations.
Student is able to understand dynamics of the process of negotiations.
Student is able to understand strategy and planning.
Student is able to identify ethical issues in negotiations.

Student can analyze ethical issues.
Student can formulate strategies and tactics.
Student can effectively apply the principles of negotiations.
Student is able to build effective relationships with negotations partner.
Student is able to use communication theory in negotiations.

The student has the ability to work in a group and create group work.
Student understands the need for constant mobility on the labor market.
The student can independently supplement knowledge and skills by referring to different disciplines of knowledge.
Teaching method
Lecture with multimedia presentation, discussion, group work, case study.
Course content description
1. Intuitive and stereotypical beliefs related to the negotiations process
2. Negotiations as a peaceful method of solving a conflict of interest
3. Main negotiation strategies: positional and problem negotiations
4. Positional and problem strategy - a comparison
5. Case study
6. Negotiations techniques
7. The negotiations phase
8. Pre negotiations
9. Negotiations appropriate
10. Bargaining
11 Final tender
12. Post negotiations
13. Case study
14. Cultural conditions of negotiations
Forms of assessment
Oral presentation, group work, participation.
Required reading list
M. Watkins, Breakthrough Business Negotiation: A Toolbox for Managers, Jossey-Bass, 2002.
R. Lewicki, Negotiation: Readings, Exercises, and Cases, McGraw-Hill Education, 2009.
Field of study: European Union Law
Course listing in the Schedule of Courses:
Year/semester:Year I - Semester 2
Number of ECTS credits: 2
Form of assessment: Grade