Negotiation Management

It is recommended to inquire about the planned semester study schedule before purchasing and make sure that it is suitable for him. Tel. (0 5) 274 4888.

Course Negotiation Management (VVVKM24206) annotation

The course Development of Organizational Negotiation Potential presents various negotiation concepts and provides theoretical and practical knowledge that enables master’s students to master negotiation strategies, methods of argumentation, counterargumentation, and objection handling while representing an organization, forming a negotiation team, and organizing its activities.

Aim of course

To develop students’ system of theoretical knowledge in negotiations and to cultivate practical skills for applying this knowledge.

Learning outcomes: To know the principles, strategies, methods, and tactics of negotiation management, the specifics of their application in achieving professional goals, the stages of the negotiation process, the principles of conflict resolution and decision-making, as well as communication and argumentation methods and the specifics of their application in professional practice. Basic knowledge and skills required to study this course (if applicable): General Management.

Faculty and course volume in credits: A 6-credit course of study for the Master's degree in the Faculty of Business Management.

Course content

List of the Course lecture topics:

Business conversations and negotiations in the communication system

Preparation for speeches and presentations

Preparation for negotiations 

Gathering information about the negotiation partner

Opening a conversation; transmitting and receiving information

Proof, argumentation, influence, and persuasion in negotiations 

Neutralizing the counterpart’s objections

The use of manipulation for persuasion and influence

Decision-making in negotiations and closing negotiations

List of the Course exercise topics:

Preparation for speeches and presentations

Preparation for negotiations

Formation of a negotiation team

Practical negotiation tasks

Giving and receiving criticism

Practical negotiation exercises

Upon completion of the course with a positive assessment, a Certificate of Completion will be issued, which is transferable to any higher education institution. Upon completion of the course module without a final assessment, a certificate of completion of the course is issued.

The cost of the course is 469,00 Eur.