Specialization: course opened to all study programs
Warrantor: doc. PhDr. Martin Bútora
Instructor: PhDr. Dušan Ondrušek, CSc.
Lecturing hours (weekly): 2
Credits: 3 ECTS
Date: BLOCK FORMAT on March 2, March 3 and March 4 (Wednesday-Thursday-Friday; every day starting from 9.15 am and lasting till 4.45 pm)
Room: A3.13 (vice-rectors´ room on the 3rd floor of the new building)
Working language: English
Evaluation: passed/not passed
Aim of the course: The aim of the course is to acquaint students with particularities and specifics of the North-American negotiation concepts in the frame of business and international relations. It discusses basic characteristics of the bi-party and multi-party single-issue and multi-issues negotiations principles and shares recommended steps during long-term negotiation processes. Using case studies and practical exercises it leads the student to acquire negotiation skills in diverse contexts with the main focus on North American negotiation frame habits and practice. At the same time it offers an analysis of intercultural differences and sector specifics of the negotiation practice as a part of conflict resolution approaches and ADR practice. The course will be conducted in seminar format using the joint blocks timing and it will be provided in English.
Preliminary timetable of the course:
1. INTRODUCTION TO COURSE AND CURRICULUM OVERVIEW
2. BASIS FOR CONFLICT ANALYSIS
3. NEGOTIATION PRINCIPLES
4. PRICE NEGOTIATION IN POSITIONAL BARGAINING
5. PROBLEMATIC SITUATIONS IN NEGOTIATIONS AND COLLECTIVE BARGAINING
6. PHASES OF NEGOTIATION
7. NEGOTIATION STYLE
8. INTERCULTURAL NEGOTIATIONS
9. SPECIFIC NEGOTIATIONS AREAS
10. ETHICS IN NEGOTIATION
11. MEDIATION
12. GLOBAL NEGOTIATIONS
13. CONCLUSIONS
