Business Negotiations
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Course informations
| Study program level |
Undergraduate |
| Study program |
Management |
| Study program direction |
Informatics management |
| Course year |
3. |
| Course semester |
V |
| Course status |
Elective |
| ECTS |
4 |
| Lectures (h) |
15 |
| Excercises (h) |
30 |
| Seminars (h) |
- |
Course objectives
To introduce students to the basics of business negotiation, i.e. the basic elements of the negotiating situation, and the principles, strategies, business and negotiation tactics for the successful conduct of negotiations and achieving a more favorable position of the negotiator in relation to the opposing side.
Course outcomes
- Identify the basic elements of the negotiating situation
- Define the notion, significance and objectives of negotiating a particular negotiating position
- Differentiate and evaluate different types of negotiation
- Recognize negotiating strategies and tactics
Course content
Concept, significance and negotiation goals. Negotiating elements. Principles and negotiation strategies. Parameters of negotiating situation. Types of negotiations. Determining goals. The basics for discussion and first suggestions. Availability and source of information. Defining the negotiating position. Technical issues of negotiation. Factors for good preparation of negotiations. Specific negotiating tactics.
