|Department||International Management and Marketing|
|Cycle (first/second)||First Cycle|
|Semester when the component is delivered||7-th and 8-th semesters|
7-th semesterThe primary objective of the course is to provide students with the knowledge of theoretical and practical aspects of negotiation process in social and business environment. Cases, role plays, and simulation games will facilitate development and improvement of students` negotiation skills and techniques. This course should
- familiarize students with core concepts of negotiations, negotiation strategies, styles, and process
- introduce students to the international aspects of negotiation
- develop and improve students` critical thinking skills and abilities to negotiate.
8-th semesterThe primary objective of the course is to provide students with the knowledge and skills of effective argumentation. The students will learn how to find relevant arguments to support their standpoints, recognize valid and invalid arguments, defend and refute an argumentative position. We will use cases, role plays, and simulation games during the classes.
This course should:
- familiarize students with core concepts of argumentation theory
- equip students with the skills of argumentation and persuasion
- develop and improve students` abilities to construct arguments through critical thinking and decision making.
7-th semesterTopic 1. Introduction to Negotiation.
Topic 2. Key concepts and terminology.
Topic 3. Preparation for negotiation.
Topic 4. Kinds and types of negotiations.
Topic 5. Negotiation process.
Topic 6. Agents, constituencies, audiences.
Topic 7. Ethics of negotiation.
Topic 8. International and intercultural aspects of negotiation.
8-th semesterTopic 9. Basic Notions of Argumentation.
Topic 10. Types of Arguments. Reaching Logical Conclusions.
Topic 11. Forms of Argumentation. Analysing Argumentation. Complications in Argumentation.
Topic 12. Standard Matters in Dispute.
Topic 13. The Order. Coherence. Onus of Proof.
Topic 14. Types of Argumentations and Evaluative Questions.
Topic 15. Fallacies.
Topic 16. Three Argumentative Appeals: Reason, Ethics, Emotion.
Topic 17. A System of Practical Reasoning. Criteria for Evaluating Practical Arguments.
Topic 18. Writing an Argumentative Essay: Structure of an Argumentative Essay. Writing a Successful Argument. Arguing for Consensus.
Topic 19. Coherence: Transitions Between Ideas.
7-th semesterAt the completion of the course, the student should be able to:
- understand key concepts of negotiation theory;
- be able to choose and implement appropriate styles, techniques and strategies of negotiations;
- be familiar with ethical aspects of negotiation;
- know intercultural aspects of negotiation process.
8-th semesterAt the completion of the course, the student should be able to:
- identify and create arguments on different topics;
- define weaknesses in written and oral arguments;
- make improvements of fallacies;
- prepare and deliver logical and sound arguments;
- participate in disputes;
- demonstrate professional behavior during debates and disputes.
Contact hours (lectures/seminars)
| 7-th semester – 60
8-th semester – 40
|Knowledge of Business English (B2)|
Number of ECTS credits allocated
|7-th semester – 4 credits
8-th semester – 2 credits