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Negotiation and Social Manners

* Exchange students do not have to consider this information when selecting suitable courses for an exchange stay.

Course Unit Code115-0606/02
Number of ECTS Credits Allocated3 ECTS credits
Type of Course Unit *Choice-compulsory type B
Level of Course Unit *Second Cycle
Year of Study *Second Year
Semester when the Course Unit is deliveredSummer Semester
Mode of DeliveryFace-to-face
Language of InstructionCzech
Prerequisites and Co-Requisites Course succeeds to compulsory courses of previous semester
Name of Lecturer(s)Personal IDName
MAT073Ing. Lucja Matusiková, Ph.D.
KLI0213doc. PhDr. ThDr. Lucjan Klimsza, PhD.
Summary
The main aim of the lectures is to introduce the discipline of Business Negotiation and Social Manners. The lectures will focus on the key concepts of methods and techniques of negotiations. The key terminology and categories of business negotiations will also be explained. The most important aim of the subject is to promote new development in the area of business negotiation in specific and difficult situations. The goal of the subject is the development of critical thinking in the area of intercultural negotiations. The benefits for students consist in the practical demonstration of good social manners, for example during work meeting, communication with media, etc.
Learning Outcomes of the Course Unit
1. To explain importance of business negotiation.
2. To explain importance of social manners.
3. To explain main terminology of business negotiation and social manners.
4. To identify tactics and strategy of business negotiation.
5. To learn fundamentals good manners behaviour.
Course Contents
1.Introduction the fundamental terminology of business negotiation.
2.The stages of negotiation.
3.Methods and techniques of negotiations.
4.Cooperative negotiations.
5.Negotiations in difficult situations.
6.Intercultural negotiations.
7.Social manners at negotiations.
Recommended or Required Reading
Required Reading:
BLÁHA, Jiří; KLIMSZA, Lucjan; LOKAJ, Aleš a NIEROSTEK, Lech. Multidimensional Analysis of Ethical Leadership for Business Development. European Journal of Sustainable Development, 2021, 10(1). ISSN 2239-5938.
BLÁHA, Jiří; KLIMSZOVÁ, Slavomíra a KLIMSZA, Lucjan. Ethics education in business schools: emerging issues and challenges. European Journal of Sustainable Development, 2022, 11(2). ISSN 2239-5938.
MEDVEC, Victoria. Negotiate Without Fear: Strategies and Tools to Maximize Your Outcomes. New Jersey: Wiley, 2021. ISBN 978-1-119-71909-0.
HORVÁTHOVÁ, Petra; KLIMSZA, Lucjan a NIEROSTEK, Lech. Moderní leadership: trendy a úspěšná řešení. Praha: Leges, 2022. ISBN 978-80-7502-632-3.
KLIMSZA, Lucjan. Publikační etika a étos vědecké práce. In: ŠIROKÝ, Jan. et al. Psaní a prezentace odborných textů. Praha: Leges, 2019. ISBN 978-80-7502-340-7.
SAKSA, Michael. The Edge of Negotiation. New York: Business Expert Press. 2024. ISBN 978-1637425718.
Recommended Reading:
CRAVER, Charles B. Effective Legal Negotiation and Settlement. Durham: Carolina Academic Press, 2020. ISBN 978-1-531-01779-8.
LEWICKI, Roy; BARRY, Bruce and SAUNDERS, David. ISE Essentals of Negotiation. New York: McGraw-Hill Education, 2021. ISBN 978-1-260-399-45-5.
McMAINS, Michael. Crisis Negotiations. New York: Routlege, 2020. ISBN 978-1-138-585-52-2.
HEBNAR, Jan. Češi a cizinci: jak myslí, řídí a pracují. Praha: Grada, 2020. ISBN 978-80-271-1877-9.
JENKINS-SCOTT, Jackie. 7 tajemství odpovědného vedení lidí. Praha: Grada, 2021. ISBN 978-80-271-1711-6.
LOŠŤÁKOVÁ, Olga. Empatická a asertivní komunikace: jak zvládat obtížné komunikační situace. Praha: Grada, 2020. ISBN 978-80-271-1597-6.
Planned learning activities and teaching methods
Lectures, Tutorials
Assesment methods and criteria
Task TitleTask TypeMaximum Number of Points
(Act. for Subtasks)
Minimum Number of Points for Task Passing
CreditCredit85 (85)60
        Jiný typ úlohyOther task type85 60