Negotiation and relationship building with the external environment WSE-ZP-NBROZ

W01 – knows and understands the theories, methods, and systems supporting decision-making processes, internal and external organizational communication, and the conduct of negotiations, including under conditions of risk and uncertainty.

U01 – possesses negotiation skills, including the ability to define the negotiation goals of their own organization, anticipate the goals of the other party, and work effectively toward reaching an agreement.

K01 – is prepared to apply acquired knowledge in solving cognitive and practical problems.

K02 – is prepared to participate communicatively and actively in group work, including taking on different roles and performing tasks within an organization.

For a very good grade (5.0):
The student independently and critically analyzes all topics related to negotiations, including strategy planning, negotiation tactics, and building relationships with stakeholders (W01). They are able to prepare a comprehensive strategic brief, anticipate the goals and behaviors of the other party, apply different negotiation styles, and use selected negotiation models in practice (U01). The student demonstrates effective communication skills, teamwork, psychological resilience, and ethical conduct in negotiations (K01, K02). They independently prepare negotiation projects and formulate original conclusions based on academic literature.

For a good grade (4.0):
The student correctly defines most concepts related to negotiations, knows negotiation styles and models, and can analyze the goals of their own organization and the other party (W01). They develop negotiation strategies with support from literature, formulate logical conclusions, and apply selected negotiation tools in practice (U01). The student participates actively in discussions and teamwork, can justify their own position, and considers ethical aspects of negotiations (K01, K02).

For a satisfactory grade (3.0):
The student knows basic negotiation concepts and mechanisms, can list negotiation styles, models, and phases (W01). With the instructor’s support, they develop a draft negotiation strategy and use basic literature in the field (U01). They participate in class, try to engage in discussions, and present their own opinions (K01, K02).

Assessment components:

Coursework – practical exercise: preparation of a draft negotiation strategy.

Knowledge test – closed questions (single correct answer).

Final grade – average of coursework (50%) and test (50%).

Jerzy Stelmach, Bartosz Brożek (2019). Negocjacje. Jak negocjować w sposób słuszny, skuteczny i ekonomicznie efektywny? Copernicus Center Press

Elżbieta Kowalczyk (2024). Psychologia negocjacji. Między nauką a praktyką zarządzania. Warszawa: Wydawnictwo Naukowe PWN

Sławomir Janiszewski (2019). Strategie negocjacji. Wydawnictwo Futu

Michał Chmielecki (2022). Techniki negocjacji i wywierania wpływu. Onepress

Magdalena Tabernacka (2024). Negocjacje i mediacje w sferze publicznej. Wolters Kluwer Polska

Additional information (registration calendar, class conductors, localization and schedules of classes), might be available in the USOSweb system:

• Description of WSE-ZP-NBROZ in USOSweb