Negotiations
Introduction to the course
Introduction to the course (14.10)
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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 (21.10)
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 (28.10)
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
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Duty hours
Mondays, 12.00-13.00,
room B508
[email protected]