Negotiation (wykład) - 2018/2019

Course description
General information
Lecturer:dr Delaine Swenson prof. KUL
Organising unit:Faculty of Law, Canon Law and Administration - Instytut Prawa
Number of hours (week/semester): 2/30
ECTS code:10900-0201-0200WYK0124
Language of instruction:English
Course objective
COURSE TYPE AND PREREQUISITES: elective course for III, IV, V year students of law, administration, European studies, intermediate level of English.
OBJECTIVES: This course is a practical skills development course designed to teach students how to act as negotiators in business and legal contexts. It will be taught using lectures, demonstrations and exercises that require active student participation. The course will focus on the skills needed to a successful negotiator, as well as developing an individual style of negotiation and developing the ability to access a negotiation situation and adapt to a changing situation.
TEACHING TECHNIQUES: Socratic method, brain storm, small groups, cases, negotiations.
Learning outcomes
Teaching method
Course content description
Introduction Class:

Class Overview
Why Negotiation?
What Skills Do you bring to Negotiation? A Self Evaluation.

Developing a Personal Style of Negotiation

The Primary Negotiation Styles
What Style of Negotiator are you?
Which Style Works Best?
Negotiation Basic Skill 1: Preparation

Preparing Yourself
Knowing the Other Side
Knowing the Market
Negotiation Basic Skill 2: Setting Limits and Goals

Setting Good Goals: BATNA
Evaluating your Goals: ZOPA
Maintaining your Goals: Reservation Point
Making an Opening Offer
Negotiation Basic Skill 3: Good Listening Skills

Active Listening Skills
Asking the Right Questions
The Art of Body Language
Negotiation Basic Skills 4: Clarity of Communication

Getting your Point Across
Barriers to Clarity
Things you should never say in a Negotiation
Negotiation Basic Skills 5: Keeping Emotional Distance

The Need and Use of Timeouts
Dealing with your Hot Buttons and Other Emotional Responses
Dealing with Difficult People and Situations
Negotiation Basic Skills 6: Knowing how to Close a Deal

Win-Win Negotiation?
Finding Creative Solutions
Bringing Closure to A Deal
Different Cultures and Negotiating Styles

Does it matter where you come from?
Is there a National Negotiation Style?
Cultural and Language Considerations
Negotiation with the Opposite Sex

Does it really matter what Gender the Negotiator is?
Tips for Women Negotiating with Men
Tips for Men Negotiating with Women
Complex Negotiations

Dealing with Multiple Parties/Interests
Negotiation over the Telephone and Internet
Negotiation and the Lawyer – Special Considerations

What does it mean to Negotiate for someone else?
What Ethical rules apply?
Applying Negotiation Skills as a Lawyer

Examples of Successful and Failed Negotiations: What can we learn?


Preparation for Final Negotiation Exercises
Forms of assessment
Required reading list
Required reading list: Obligatory reading materials are distributed during the course of the class.
Field of study: Law
Course listing in the Schedule of Courses:
Year/semester:Year III - Semester 6
Number of ECTS credits: 6
Form of assessment: Grade
Year/semester:Year IV - Semester 8
Number of ECTS credits: 6
Form of assessment: Grade
2019-02-21czwartekCI-204 13:20 - 15:00
2019-02-28czwartekCI-204 13:20 - 15:00
2019-03-07czwartekCI-204 13:20 - 15:00
2019-03-14czwartekCI-204 13:20 - 15:00
2019-03-21czwartekCI-204 13:20 - 15:00
2019-03-28czwartekCI-204 13:20 - 15:00
2019-04-04czwartekCI-204 13:20 - 15:00
2019-04-11czwartekCI-204 13:20 - 15:00
2019-04-25czwartekCI-204 13:20 - 15:00
2019-05-09czwartekCI-204 13:20 - 15:00
2019-05-16czwartekCI-204 13:20 - 15:00
2019-05-23czwartekCI-204 13:20 - 15:00
2019-05-30czwartekCI-204 13:20 - 15:00
2019-06-06czwartekCI-204 13:20 - 15:00
2019-06-13czwartekCI-204 13:20 - 15:00