Courses list

Wersja polska

Course code: RIPS10067o16
Semester: 2016/2017 winter
Name: Negotiation skills
Major: Production Engineering and Management
Study Type: first cycle
Course type: compulsory
Study Semester: 7
ECTS points: 3
Hours (Lectures / Tutorials / Other): 15 / 15 / 0
Lecturer: Dr inż. Andrzej Dyszewski
Language of instruction: Polish


Learning outcomes: Knowledge: Student after completing the course explains the regularities in the market economy, leading to the situation of negotiation. Identifies the ways of setting objective criteria to negotiate, illustrates ways the impact on negotiators. Skills: The student prepares for negotiated settlement alternatives. Subjected to critical judgment strategy, style and tactics used in negotiations. Prepares evaluation form of negotiation behaviour in Polish.

Competences: Personal and social competences: Student after the course accepts the need for permanent professional development. Organize the work of the Negotiating Group. Supports the process of verbal and nonverbal communication. Demonstrates various ways of overcoming the problem situation in the negotiations, accepts the ethical aspects of the negotiation process.

Prerequisites: none

Course content: Methods of negotiation, the factors determining the negotiation, communication in the negotiations, negotiating difficult situations, negotiator personality, strategy, style, tactics in negotiations, conduction and mediation and the escalation factors, stages of the negotiation process, ways of exerting influence, the ethical aspects in the negotiation.

Recommended literature: 1. Griffin R.W.: (2004) Podstawy zarządzania organizacjami. PWN, Warszawa. 2. Necki Z.: (2005) Negocjacje w biznesie. Antykwa. 3. Zarządzanie. Teoria i praktyka. Pod red. A. K. Koźmińskiego, (2004) PWN, Warszawa.

Assessment methods: Knowledge: The mandatory exercises completion Skills: The mandatory exercises completion Personal and social competences: Discussion in a laboratory. Effects of an individual and a collective work.

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