(in Polish) Negocjacje w stosunkach międzynarodowych 490-MS2-1NSM

Introduction to negotiation – definitions, models, process, basic concepts.
Types and styles of negotiation – hard, soft, interest-based (Harvard).
BATNA and preparation for negotiation – analysis of interests, options, criteria.
Verbal and nonverbal communication in negotiations – barriers, active listening, questions.
Cross-cultural negotiations – cultural differences.
Multilateral negotiations and international mediation – UN, EU, NATO.
Selected negotiation strategies and tactics
Negotiation ethics – manipulation, pressure, fair play, diplomatic ethos.
Case studies – Camp David, EU-UK talks (Brexit), climate agreements, trade agreements.

Prerequisites (description)

-basic knowledge of international relations, diplomacy, and political science, - knowledge of communication basics, - ability to work in groups

Course coordinators

Joanna Hofman

Type of course

obligatory courses

Mode

Blended learning

Number of hours of remote classes

Learning outcomes

Knowledge:
- The student knows the main concepts, strategies, and styles of negotiation.
- The student understands the dynamics of the negotiation process in relations between states and international organizations.
- The student identifies cultural and political factors influencing negotiations.
Skills:
- The student is able to prepare a negotiation plan, define goals, and BATNAs.
- The student uses verbal and nonverbal communication techniques, persuasion, and argumentation.
- The student analyzes real-life cases of international negotiations.
Social Competencies:
- The student is able to work in a negotiating group.
- The student demonstrates ethical awareness and responsibility in decision-making.

Assessment criteria

Active participation in classes. Participation in a negotiation simulation - fulfilling an assigned role in a negotiation team, utilizing knowledge acquired in class and previously provided literature assigned to the subject.

Bibliography

Term 2025:

- Zbigniew Nęcki " Negocjacje w biznesie" wydawnictwo Profesjonalnej Szkoły Biznesu; Kraków 1995
- Magdalena Kendik “Negocjacje międzynarodowe”, Warszawa 2009
- Krzysztof Karsznicki “Sztuka dyplomacji i negocjacji w świecie wielokulturowym”, Warszawa 2013

Additional information

Additional information (registration calendar, class conductors, localization and schedules of classes), might be available in the USOSweb system:

Description of 490-MS2-1NSM in USOSweb