LAWS, Anne. Negotiations. Oxford: Summertown Publishing, 2000. ISBN 13-978-1902741246.
TRACY, Brian. Advanced Selling Strategie. Simon and Schuster, 1995. ISBN 10-0743539168.
Terminated in academic year 2010/2011
Commercial Dealing
| Type of study | BachelorFollow-up Master |
|---|---|
| Language of instruction | Czech |
| Code | 115-0304/01 |
| Abbreviation | OBCHJ |
| Course title | Commercial Dealing |
| Credits | 3 |
| Coordinating department | Department of Management |
| Course coordinator | prof. PhDr. Jiří Bláha, CSc. |
Subject syllabus
1. Commercial dealing.
2. Dealing phases as a (preparation, dealing, bargain).
3. Strategies and tactics within commercial dealing.
4. Principal dealing.
5. Negotiator´s personality.
6. Work organization of negotiator.
7. Intercultural dealing.
8. Interpersonal communication as a a base of commercial dealing and negatiation.
2. Dealing phases as a (preparation, dealing, bargain).
3. Strategies and tactics within commercial dealing.
4. Principal dealing.
5. Negotiator´s personality.
6. Work organization of negotiator.
7. Intercultural dealing.
8. Interpersonal communication as a a base of commercial dealing and negatiation.
Literature
Advised literature
BOREC, Tomáš. Manažéri na cudzom parkete: Ako prekonávat nástrahy interkultúrnej komunikácie. Bratislava: Neopublic Porter Novelli, 2009. ISBN 978-80-970227-5-4.
URY, William. Jak překonat nesouhlas: zásady vyjednávání s lidmi, s nimiž nelze vyjednávat. Praha: Management Press, 2008. ISBN 978-80-7261-192-8.
URY, William. Jak překonat nesouhlas: zásady vyjednávání s lidmi, s nimiž nelze vyjednávat. Praha: Management Press, 2008. ISBN 978-80-7261-192-8.