Terminated in academic year 2011/2012

Commercial Dealing

Type of study	Follow-up MasterBachelor
Language of instruction	Czech
Code	115-0304/07
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.

Literature

LAWS, Anne. Negotiations. Oxford: Summertown Publishing, 2000. ISBN 13-978-1902741246.
TRACY, Brian. Advanced Selling Strategie. Simon and Schuster, 1995. ISBN 10-0743539168.

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.

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