| Course Unit Code | 115-0383/01 |
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| Number of ECTS Credits Allocated | 3 ECTS credits |
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| Type of Course Unit * | Choice-compulsory |
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| Level of Course Unit * | Second Cycle |
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| Year of Study * | First Year |
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| Semester when the Course Unit is delivered | Summer Semester |
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| Mode of Delivery | Face-to-face |
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| Language of Instruction | Czech |
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| Prerequisites and Co-Requisites | Course succeeds to compulsory courses of previous semester |
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| Name of Lecturer(s) | Personal ID | Name |
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| MAT073 | Ing. Lucja Matusiková, Ph.D. |
| KLI0213 | doc. PhDr. ThDr. Lucjan Klimsza, PhD. |
| Summary |
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| The aim of the subject is to provide students with the knowledge and skills of social conventions, rules, norms, traditions, unwritten laws that determine the mechanisms of normal and acceptable behavior in our society. Thus, mastering communication and social rules are basic and necessary prerequisites for initiate and conduct business meetings and negotiations. The rules and pitfalls of negotiations due to the specifics of the business will be reviewed. The exercise will be linked to the knowledge of the methods and techniques of business conduct and its phases with the required skills for successfully conducting business. new approaches to negotiation, such as principled negotiation, specific methods of negotiating in difficult situations will be assessed. |
| Learning Outcomes of the Course Unit |
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1.To understand cultural diversity in business and social intercourse.
2.To navigate in selected social contacts and relations (business, social activities and business opportunities, including extracurricular events).
3.To get the knowledge and practical skills for social action and behavior in multicultural work and social environment.
4.To illustrate and explain basic concepts, principles and categories of business meetings and negotiations.
5.To characterize the different phases of business conduct, methods, techniques and tactics in the negotiations.
6.To understand the nature of interpersonal, communication managers, including the identification of important factors.
7.To identify the specific business practices in inter-cultural environment. |
| Course Contents |
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-General rules of social intercourse
-Body Language
-Business Activity
-Social and business opportunities
-Professional dress code
-Spare-events and opportunities
-National mentality
-Business Communications
-Business meetings and negotiations
-Phase of a business meeting
-Strategies and tactics of business conduct
-Methods and techniques of business conduct
-Personal requirements and demands on negotiators
-Intercultural negotiations
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| Recommended or Required Reading |
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| Required Reading: |
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KAŁUCKI, Krzysztof. Techniki negocjacyjne. Warszawa: Difin, 2018. 211 s. ISBN 978-83-8085-642-4.
MEDVEC, Victoria. Negotiate Without Fear: Strategies and Tools to Maximize Your Outcomes. New Jersey: Wiley, 2021. 256 s. ISBN 978-1-119-71909-0.
SWEGLE, A. Paul. Contract Drafting and Negotiation. Washington: Business Law Seminar Group, 2018. 148 s. ISBN 978-0-692-13830-4.
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GRUBER, David. Time management: prokrastinace, konflikty, porady, vyjednávání, emaily, mobily, angličtina. 4. aktualiz. a rozš. vyd. Praha: Management Press, 2017. 268 s. ISBN 978-80-7261-480-6.
KOVÁŘOVÁ, Daniela. Jak vyjednávat o odměně aneb Nejsme si všichni rovni. Praha: Wolters Kluwer, 2019. 94 s. ISBN 978-80-7598-218-6.
PROKŮPEK, Vít. Psychologie ovlivňování: 99 tipů pro zvýšení vaší přesvědčivosti. 2.vyd., aktualiz. a dopl. Pardubice: Vít Prokůpek, 2017. 249 s. ISBN 978-80-906565-4-3.
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| Recommended Reading: |
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CRAVER, Charles B. Effective Legal Negotiation and Settlement. Durham: Carolina Academic Press, 2020. 850 s. ISBN 978-1-531-01779-8.
LEWICKI, Roy, Bruce BARRY a David SAUNDERS. ISE Essentals of Negotiation. New York: McGraw-Hill Education, 2021. 336 s. ISBN 978-1-260-399-45-5.
McMAINS, Michael. Crisis Negotiations. New York: Routlege, 2020. 602 s. ISBN 978-1-138-585-52-2.
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HEBNAR, Jan. Češi a cizinci: jak myslí, řídí a pracují. Praha: Grada, 2020. 160 s. ISBN 978-80-271-1877-9.
JENKINS-SCOTT, Jackie. 7 tajemství odpovědného vedení lidí. Praha: Grada, 2021. 175 s. ISBN 978-80-271-1711-6.
LOŠŤÁKOVÁ, Olga. Empatická a asertivní komunikace: jak zvládat obtížné komunikační situace. Praha: Grada, 2020. 172 s. ISBN 978-80-271-1597-6.
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| Planned learning activities and teaching methods |
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| Lectures, Seminars, Individual consultations, Tutorials, Project work |
| Assesment methods and criteria |
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| Task Title | Task Type | Maximum Number of Points
(Act. for Subtasks) | Minimum Number of Points for Task Passing |
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| Exercises evaluation | Credit | 85 (85) | 85 |
| Exercises evaluation | Written test | 85 | 85 |