Negotiations Introduction to the course

Introduction to the course (9.10) rules of credit literature outline of the course

Rules of credit Grading is based on three components: class participation (40%), outcomes of negotiation simulations (20%), assignments connected with simulations (40%). There is no final exam. Class participation means first and foremost completion of all the negotiation exercises. This means not merely taking part, but being well-prepared and completing them on time. Participation includes also a feedback after every simulation. This is a unique opportunity to think and put into words your perceptions and opinions about the yourself and the other side. Class discussion is also graded: interesting insights, outstanding observations, and questions. The rare comment that betrays a lack of preparation or attention will be noted.

Literature Obligatory Fisher, Roger, & Ury, William (1991). Getting to YES. Negotiating Agreement Without Giving In. Penguin Books. Ury, William (1993). Getting Past NO. Negotiating Your Way from Confrontation to Cooperation. Bantam Books. Supplement Lewicki R., D. Saunders, J. Minton, B. Barry, Essentials of negotiation. 5th edition Shell, Richard G. (2006). Bargaining for Advantage. Negotiation Strategies for Resonable People. Penguin Books. Bazerman, M. H., & Neale, M. A. (1992). Negotiating rationally. New York: The Free Press.

Outline of the course Conflict and negotiations (16.10) 1. costs and benefits of conflict 2. circle of conflict – types of conflict 3. conflict of interests 4.strategies (styles) of conflict resolution 5. definition of negotiotions 6. when to bargain… 7. types of interests 8. prisoner’s dilemma

Outline of the course Preparation to negotiations (30.10) interests analysis (goals) alternatives BATNA negotiative issues cryteria propositions (bargaining mix) opening proposal communication commitment parties relationships

Outline of the course Role simulation excercises (4 games) preparation negotiations discussion

Outline of the course Role simulation excercises One single game takes about 2 hours to prepare, negotiate and complete all excercises. It consists of scenario and additional tasks. After completing all tasks, debriefing will follow. Each game is played in teams. Negotatiation team may consist of 1,2 or 3 persons. Students can not choose the number of team members in each game; it will be obligatory defined for all. However, student may choose team members on each game. It is usefull to change team on each game. Someone who missed game is loosing his points of credit.

Additional information Duty hours Mondays, , room B508