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Business Negotiations

General data

Course ID: 0600-WO500B
Erasmus code / ISCED: (unknown) / (unknown)
Course title: Business Negotiations
Name in Polish: Business Negotiations
Organizational unit: Faculty of Economics and Sociology
Course groups:
ECTS credit allocation (and other scores): 0 OR 4.00 (differs over time) Basic information on ECTS credits allocation principles:
  • the annual hourly workload of the student’s work required to achieve the expected learning outcomes for a given stage is 1500-1800h, corresponding to 60 ECTS;
  • the student’s weekly hourly workload is 45 h;
  • 1 ECTS point corresponds to 25-30 hours of student work needed to achieve the assumed learning outcomes;
  • weekly student workload necessary to achieve the assumed learning outcomes allows to obtain 1.5 ECTS;
  • work required to pass the course, which has been assigned 3 ECTS, constitutes 10% of the semester student load.
view allocation of credits
Language: English
(in Polish) Forma studiów:

(in Polish) stacjonarne
Prerequisits:

brak
Short description:

The objective of this course is to familiarize students with variable negotiation strategies, tactics and rules of successful negotiations and to develop practical skills in negotiating business contracts with representatives of different cultures.
Learning outcomes:

Knowledge:

On successful completion of the programme, a student describes strategies and negotiation techniques, characterizes styles of negotiations, demonstrates principles of negotiations, suggests the ways of overcoming the impasse, explains body language, recalls the principles of savoir vivre.

Skills:

a student recognizes styles of negotiations, determines his own negotiating style, practises tactics and rules of negotiations,

Social competences:

a student takes an active stance in interpersonal relations with the representatives of different cultures and becomes the participant of the local development .

Classes in period "Winter Semester 2025/2026" (past)

Time span: 2025-10-01 - 2026-02-22
Selected timetable range:
Go to timetable
Type of class:
Lecture, 28 hours, 90 places more information
Coordinators: Bogdan Buczkowski
Group instructors: (unknown)
Students list: (inaccessible to you)
Credit: Course - (in Polish) Ocena zgodna z regulaminem studiów
Lecture - (in Polish) Ocena zgodna z regulaminem studiów
(in Polish) Czy ECTS?:

(in Polish) T

Classes in period "Summer Semester 2024/2025" (past)

Time span: 2025-03-03 - 2025-09-30
Selected timetable range:
Go to timetable
Type of class:
Lecture, 28 hours, 90 places more information
Coordinators: Bogdan Buczkowski
Group instructors: Bogdan Buczkowski
Students list: (inaccessible to you)
Credit: Course - (in Polish) Ocena zgodna z regulaminem studiów
Lecture - (in Polish) Ocena zgodna z regulaminem studiów
(in Polish) Czy ECTS?:

(in Polish) T
Additional Information:

Participation in the lecture 28 hours. Own work: 28 hours - obtaining materials/publications and preparing an essay. 56 hours. preparation for a written test - open questions. Classes will be conducted onsite and online Within the hours of own work, the student has the opportunity to consult the effects of this work in direct contact with the teacher, during traditional or online consultations.
(in Polish) Czy IRK BWZ?:

(in Polish) T
Teaching Method:

lecture, film, talk, story, description, presentation, staging
Method and Criteria of Assessment:

50% written test in the form of a test - open questions (min. 55%)

55-64% - 3.0; 65-74% - 3.5; 75-82% - 4.0; 83-89% - 4.5, 90-100% -5.0

25% essay/presentation

25% of class attendance

(in Polish) Metody weryfikacji i oceny stopnia osiągnięcia założonych efektów uczenia się:

Knowledge is being verified and assessed on the basis of the test. Skills are being verified and assessed on the basis of: activity during lessons as well as individual presentations and projects. Social competences are being verified and assessed on the basis of observations and discussions during classes.
Course Content:

Strategies, methods, techniques, principles of convincing and making concessions and golden rules of negotiations. Collaborative and rival attitude. Integrative negotiations. The role of cultural differences in negotiations. Sorts of difficulties in negotiating international contracts - focusing on the interplay of language and legal, Phases of negotiations (preparation, negotiation process, close or settlement). Defining objectives. Analysis of alternatives and counterpart expectations. The rules of opening the offer. Preparation of place and schedule of talks. Coping with difficulties and impasse. Threats and promises. International savoir vivre, etiquette and official protocol.
Bibliography:

Maude Barry, International Business Negotiation, Macmillan Education UK, 2014.

Lothar Katz, Negotiating International Business, Booksurge Publishing, 2017.

Gustavo Moser, Michael McIlwrath, Negotiating International Commercial Contracts: Practical Exercises, Eleven International Publishing, 2020.

Brigid Starkey, Mark A. Boyer, Jonathan Wilkenfeld, International Negotiation in a Complex World, Rowman & Littlefield, 2016.

Mohammad Ayub Khan, Felipe Marcue, Donald Chisholm, The Basics of International Negotiation, 2011.

Jeanne M. Brett, Negotiating Globally: How to Negotiate Deals, Resolve Disputes, and Make Decisions Across Cultural Boundaries, John Wiley & Sons, 2014
Course descriptions are protected by copyright.
Copyright by UNIVERSITY OF LODZ.
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