Negotiation (wykład) - 2019/2020

Course description
General information
Lecturer:dr Delaine Swenson prof. KUL
Organising unit:Faculty of Law, Canon Law and Administration - Instytut Nauk Prawnych
Number of hours (week/semester): 2/30
Language of instruction:English
Course objective
This is a practical skills course designed to develop the ability of the students to be effective negotiators in both legal and non-legal contexts.
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
K_W09 Has basic knowledge about the types of social bonds and the rules that govern them and their impact on particular areas of law. Deepened in relation to selected categories of social bonds on the legal background.
K_W14 Has knowledge about designing the path of own development
K_W15 Has a structured knowledge of ethical principles and standards applicable both in science and in the future performance of legal professions
K_U04 Is able to independently acquire knowledge and develop their professional skills, using various sources (in native and foreign languages) in modern technologies (ICT)
K_U08 Is able to use a specialized legal language and communicate in a precise and consistent manner using various communication techniques with specialists in the field of law as well as recipients from outside the group of specialists
K_U12 Is able to use ethical principles and norms in undertaken activities, perceives and analyzes ethical dilemmas, predicts the effects of specific actions in the area of specific areas of law
K_K01 Is aware of the level of his knowledge and skills, understands the need for education throughout life
K-K02 Is able to work in a team performing different roles (speaker, debater, adviser, critical analyst, effects commentator), knows how to accept and assign tasks, has elementary organizational skills allowing to achieve the assumed goals. He takes responsibility for the tasks entrusted to him
K_K06 Is able to supplement and improve the acquired knowledge and skills
K_K07 Responsibly preparing for his work.
K_K08 He can think and act in an entrepreneurial way and act in an entrepreneurial way
Teaching method
Lecture and interactive methods including simulation, experiential education, small group activities.
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
The grade for this course is based on classroom attendance and participation and a final mock Negotiation. Class attendance will be 20% of the grade, 40% will be in class exercises and 40% on the final Negotiation. Exercises and the Trial will be graded on: through preparation and effective presentation of negotiations equals a 5, good preparation and good presentation of negotiations equals a 4, adequate preparation and use of negotiations equals a 3.
Required reading list
Required reading list: Obligatory reading materials are distributed during the course of the class.

The Negotiation Book: Your Definitive Guide to Successful Negotiation, John Wiley and Sons, 2015
Field of study: Law
Course listing in the Schedule of Courses:
Year/semester:Year IV - Semester 8
Number of ECTS credits: 3
Form of assessment: Grade