Harvard Negotiation Model
Informacje ogólne
Kod przedmiotu: | 0800-ERA-7HDZ |
Kod Erasmus / ISCED: |
05.0
|
Nazwa przedmiotu: | Harvard Negotiation Model |
Jednostka: | Wydział Pedagogiki i Psychologii |
Grupy: | |
Punkty ECTS i inne: |
(brak)
|
Język prowadzenia: | angielski |
Rodzaj przedmiotu: | obowiązkowe |
Założenia (opisowo): | Aim of the course: Providing basic information on negotiation. Familiarize students with the Harvard Negotiation Model and practice selected negotiation techniques |
Skrócony opis: |
Substantive content: Harvard Negotiation Model – main principles. Main negotiation styles. Conception of Win-Win strategy. Preparation phase: best alternative to the negotiation agreement, zone of possible agreement. Negotiations technics. |
Literatura: |
Literature: - Baron, R. A. (1990). Environmentally Induced Positive Affect: Its Impact on Self‐Efficacy, Task Performance, Negotiation, and Conflict1. Journal of Applied Social Psychology, 20(5), 368-384 - Bazerman, M. H., & Neale, M. A. (1982). Improving negotiation effectiveness under final offer arbitration: The role of selection and training. Journal of Applied Psychology, 67(5), 543. - Fulmer, I. S., & Barry, B. (2004). The smart negotiator: Cognitive ability and emotional intelligence in negotiation. International Journal of Conflict Management, 15(3), 245- 272. - Rahim, M. A. (2011). Managing conflict in organizations. Third Edition. Transaction Publishers. - Thompson, L., & Hrebec, D. (1996). Lose–lose agreements in interdependent decision making. Psychological bulletin, 120(3), 396. - Ury, W., & Fisher, R. (1981). Getting to yes. Roger Fisher, William L. Ury, Getting to Yes. - Van Kleef, G. A., De Dreu, C. K., & Manstead, A. S. (2004). The interpersonal effects of emotions in negotiations: a motivated information processing approach. Journal of personality and social psychology, 87(4), 510. |
Metody i kryteria oceniania: |
Forms and conditions of credit : Credits: Test |
Właścicielem praw autorskich jest Uniwersytet w Białymstoku.