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(in Polish) Harvard Negotiation Model

General data

Course ID:	380-ERA-7HDZ
Erasmus code / ISCED:	05.0 Kod klasyfikacyjny przedmiotu składa się z trzech do pięciu cyfr, przy czym trzy pierwsze oznaczają klasyfikację dziedziny wg. Listy kodów dziedzin obowiązującej w programie Socrates/Erasmus, czwarta (dotąd na ogół 0) – ewentualne uszczegółowienie informacji o dyscyplinie, piąta – stopień zaawansowania przedmiotu ustalony na podstawie roku studiów, dla którego przedmiot jest przeznaczony. / (0110) Education, not further defined The ISCED (International Standard Classification of Education) code has been designed by UNESCO.
Course title:	(unknown)
Name in Polish:	Harvard Negotiation Model
Organizational unit:	Faculty of Education
Course groups:
ECTS credit allocation (and other scores):	3.00 Basic information on ECTS credits allocation principles: the annual hourly workload of the student’s work required to achieve the expected learning outcomes for a given stage is 1500-1800h, corresponding to 60 ECTS; the student’s weekly hourly workload is 45 h; 1 ECTS point corresponds to 25-30 hours of student work needed to achieve the assumed learning outcomes; weekly student workload necessary to achieve the assumed learning outcomes allows to obtain 1.5 ECTS; work required to pass the course, which has been assigned 3 ECTS, constitutes 10% of the semester student load. view allocation of credits
Language:	English
Type of course:	obligatory courses
Prerequisites (description):	Providing basic information on negotiation. Familiarize students with the Harvard Negotiation Model and practice selected negotiation techniques
Short description:	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.
Bibliography:	Literature: 1. Negotiation advice from negotiation briefings, special report, Program on negotiation. Harvard Law School, Executive Education (https://www.pon.harvard.edu/) 2. Negotiation skills - negotiation strategies and negotiation techniques to help you become a better negotiator. Free Report Program on negotiation. Harvard Law School, 2014 (https://www.pon.harvard.edu/) 3. Bazerman, M.H., Curhan J., Moore D.A. & Valley, K.L. (2000) Negotiation Annual Review of Psychology 2000, 51:1, 279-314 4. Baron, R. A. (1990). Environmentally Induced Positive Affect: Its Impact on SelfEfficacy, Task Performance, Negotiation, and Conflict1. Journal of Applied Social Psychology, 20(5), 368-384 5. 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. 6. Rahim, M. A. (2011). Managing conflict in organizations. Third Edition. Transaction Publishers. 7. Thompson, L., & Hrebec, D. (1996). Lose–lose agreements in interdependent decision making. Psychological bulletin, 120(3), 396. 8. Ury, W., & Fisher, R. (1981). Getting to yes. Roger Fisher, William L. Ury, Getting to Yes. 9. 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.
Assessment methods and assessment criteria:	Test

Classes in period "Academic year 2022/2023" (past)

Time span:	2022-10-01 - 2023-06-30	Selected timetable range: weekly course term Navigate to timetable MO TU CW W TH FR
Type of class:	Class, 15 hours more information
Coordinators:	Marcin Kolemba
Group instructors:	Marcin Kolemba
Students list:	(inaccessible to you)
Examination:	Grading

Course descriptions are protected by copyright.
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