MODULE DESCRIPTION Z-EKO-067 Negocjacje Negotiations Module code Module name Module name in English Valid from academic year 2012/13 MODULE PLACEMENT IN THE SYLLABUS Subject Level of education Studies profile Form and method of conducting Specialisation Unit conducting the module Module co-ordinator Economics 1st degree (1st degree / 2nd degree) General (general / practical) Full-time (full-time / part-time) Corporate Logistics The Department of Economic Strategies Edyta Gąsiorowska-Mącznik, PhD Approved by: MODULE OVERVIEW Type of subject/group of subjects Module status Language of conducting Module placement in the syllabus - semester Subject realisation in the academic year Initial requirements Examination Number of ECTS credit points 2 Method of conducting Other HES (basic / major / specialist subject / conjoint / other HES) Compulsory (compulsory / non-compulsory) Polish 5th semester Winter semester (winter / summer) No requirements (module codes / module names) No (yes / no) Lecture Classes Laboratory Project Other Per semester - - 24 - -
TEACHING RESULTS AND THE METHODS OF ASSESSING TEACHING RESULTS Module target The aim of the module is to familiarise students with the process of preparing and conducting negotiations, as well as with solving economic problems taking place within enterprises and in their environments. Effect symbol Teaching results Teaching methods (l/c/l/p/other) Reference to subject effects Reference to effects of a field of study W_01 A student has basic knowledge of preparing the negotiation process taking economic and psychological aspects into consideration. A student has knowledge of the mechanisms of solving economic problems taking place within enterprises and in their environments. A student knows and understands basic binding norms while settling disputes appearing during the completion of a contract. A student is able to plan and conduct the negotiation process using the learnt negotiation strategies and tactics. A student can operate appropriately chosen methods of solving economic conflicts. A student uses legal and ethical norms regulating the settlement of economic disputes. A student is capable of working and communicating in groups as well as interpreting non-verbal communication. A student can think in a resourceful manner and search for the most convenient solution to a conflict. A student gains and masters organisational and management knowledge and skills by taking part in the preparation as well as conducting business l K_W11 S1A_W04 S1A_W05 l K_W10 S1A_W01 S1A_W02 S1A_W08 S1A_W11 l K_W12 S1A_W10 l K_U04 S1A_U05 S1A_U02 S1A_U06 S1A_U07 S1A_U08 S1A_U03 S1A_U04 l K_U05 S1A_U06 S1A_U07 l K_U10 S1A_U05 l K_K03 S2A_K02 S2A_K05 S2A_K06 l K_K04 S1A_K07 l K_K09 S1A_K06 Teaching contents: Teaching contents as regards laboratory Laboratory class number Teaching contents Reference to teaching results for a module 1. The description of W_01 2. The reasons for business W_01 3. Preparing the contents of W_01 4. Organisational and technical preparation of W_01
5. The selection and preparation of negotiation strategies. 6. Negotiation tactics. 7. Interpersonal communication in the process of business 8. Conducting business 9. Assertiveness as a defence against the pressure and manipulation in 10. Disturbances while conducting business 11. The role and meaning of mediation in 12.. The methods of assessing teaching results Effect symbol Methods of assessing teaching results (assessment method, including skills reference to a particular project, laboratory assignments, etc.) W_01 In order to gain a B mark, a student ought to have basic knowledge on preparing negotiations (in terms of organisational, technical, and substantive aspects). In order to gain an A mark, a student should additionally know and understand psychological aspects of preparing business In order to gain a B mark, a student ought to have basic knowledge on the mechanisms of solving economic disputes occurring within an enterprise. In order to gain an A mark, a student should additionally know and understand external conditions concerning an enterprise to conduct an effective negotiation process. In order to gain a B mark, a student ought to know and understand basic binding norms in solving disputes occurring during trade agreement completion. In order to gain an A mark, a student should additionally know and understand the role of various forms concerning alternative dispute resolution (ADR). Negotiations in business practice, team games, a paper In order to gain a B mark, a student ought to plan and conduct a negotiation process using familiar negotiation strategies and techniques. In order to gain an A mark, a student should undertake initiative of managing a negotiating team and prepare a paper on the selected subject as regards conducting business Negotiations in business practice and team games In order to gain a B mark, a student ought to use the selected methods of solving economic disputes. In order to gain an A mark, a student should undertake initiative of managing a negotiating team. Negotiations in business practice and team games
In order to gain a B mark, a student ought to know and understand legal as well as ethical norms regulating economic dispute solution. In order to gain an A mark, a student should additionally use them during the completion of the negotiation process. In order to gain a B mark, a student ought to work and communicate in a team. In order to gain an A mark, a student should additionally read and interpret non-verbal communication. In order to gain a B mark, a student ought to able to think in a resourceful manner and search for the most optimal problem solving. In order to gain an A mark, a student should undertake initiative during team games and business In order to gain a B mark, a student ought to participate actively in organizing the negotiation process. In order to gain an A mark, a student should effectively lead a negotiation team. STUDENT S INPUT ECTS credit points Type of student s activity Student s workload 1 Participation in lectures 2 Participation in 3 Participation in laboratories 24 (including 18 during internship) 4 Participation in tutorials (2-3 times per semester) 4 5 Participation in project 6 Project tutorials 7 Participation in an examination 8 Participation in a test 1 9 Number of hours requiring a lecturer s assistance 28 (sum) 10 Number of ECTS credit points which are allocated for assisted work 1 11 Unassisted study of lecture subjects 12 Unassisted preparation for 13 Unassisted preparation for tests 14 Unassisted preparation for laboratories 10 15 Preparing reports 7 15 Preparing for a final laboratory test 5 17 Preparing a project or documentation 18 Preparing for an examination 19 Unassisted study of lecture subjects 6 20 Number of hours of a student s unassisted work 28 (sum) 21 Number of ECTS credit points which a student receives for unassisted work 22 Total number of hours of a student s work 56 23 ECTS credit points per module 1 ECTS credit point=25-30 hours 2 24 Work input connected with practical Total number of hours connected with practical 18+6+7+10=41 1
25 Number of ECTS credit points which a student receives for practical 1.5