The Art of Negotiation

Major: Marketing
Code of subject: 6.075.03.E.112
Credits: 3.00
Department: Marketing and Logistics
Lecturer: Asoc. Prof. Bochko Olena
Semester: 8 семестр
Mode of study: денна
Learning outcomes: - to know the peculiarities of negotiations; steps, methods, styles of negotiations; strategy and tactics of negotiation; effective technologies of negotiations; psychology of non-verbal behavior; ethics and culture of behavior in the negotiations; features of business talks with foreign partners. - to be able to set goals and formulate objectives negotiations; to develop a plan of negotiations; to determine the strategy and tactics of negotiation; gather information on partners in the negotiations; to use techniques of argumentation and kontrarhumentatsiyi; to vary the methods of negotiations.
Required prior and related subjects: - Prerequisites: psychology - Co-requisites: consumer behavior.
Summary of the subject: Negotiations: concepts, classification, functions and features today. Organizational preparation for negotiations. Theoretical training for negotiations. The structure of the negotiations. Strategy and tactics of negotiations. The rules of negotiation. International negotiations. Styles of negotiation. Psychology of business communication.
Assessment methods and criteria: - Current control (30 %): cases solving, oral survey. - Final evaluation (70 %): modular and stage control.
Recommended books: 1. Баєва О.А. Ораторське мистецтво і ділове спілкування.- Мінськ: Нове знання, 2012. - 328 с. 2. Галушко В.П. Діловий протокол та ведення переговорів. – Вінниця: Нова книга, 2002. – 226 с. 3. Кубрак О. В. Етика ділового та повсякденного спілкування: Навч. посіб. для студ. іст. спец. вищих навч. закл. – 2-е вид., доп. – Суми: Університетська книга, 2003. – 219 с. 4. Шеломенцев В. М. Етикет і сучасна культура спілкування / В.К. Федорченко (заг.ред.). – 2-е вид. – К.: Лібра, 2003. – 415 с. 5. Кузин Ф.А. Современный имидж делового человека, бизнесмена, политика. – М.: Ось-89, 2002. – 512 с.

The Art of Negotiation

Major: Marketing
Code of subject: 6.075.04.E.125
Credits: 3.00
Department: Marketing and Logistics
Lecturer: Asoc. Prof. Bochko Olena
Semester: 8 семестр
Mode of study: денна
Learning outcomes: - to know the peculiarities of negotiations; steps, methods, styles of negotiations; strategy and tactics of negotiation; effective technologies of negotiations; psychology of non-verbal behavior; ethics and culture of behavior in the negotiations; features of business talks with foreign partners. - to be able to set goals and formulate objectives negotiations; to develop a plan of negotiations; to determine the strategy and tactics of negotiation; gather information on partners in the negotiations; to use techniques of argumentation and kontrarhumentatsiyi; to vary the methods of negotiations.
Required prior and related subjects: - Prerequisites: psychology - Co-requisites: consumer behavior.
Summary of the subject: Negotiations: concepts, classification, functions and features today. Organizational preparation for negotiations. Theoretical training for negotiations. The structure of the negotiations. Strategy and tactics of negotiations. The rules of negotiation. International negotiations. Styles of negotiation. Psychology of business communication.
Assessment methods and criteria: - Current control (30 %): cases solving, oral survey. - Final evaluation (70 %): modular and stage control.
Recommended books: 1. Баєва О.А. Ораторське мистецтво і ділове спілкування.- Мінськ: Нове знання, 2012. - 328 с. 2. Галушко В.П. Діловий протокол та ведення переговорів. – Вінниця: Нова книга, 2002. – 226 с. 3. Кубрак О. В. Етика ділового та повсякденного спілкування: Навч. посіб. для студ. іст. спец. вищих навч. закл. – 2-е вид., доп. – Суми: Університетська книга, 2003. – 219 с. 4. Шеломенцев В. М. Етикет і сучасна культура спілкування / В.К. Федорченко (заг.ред.). – 2-е вид. – К.: Лібра, 2003. – 415 с. 5. Кузин Ф.А. Современный имидж делового человека, бизнесмена, политика. – М.: Ось-89, 2002. – 512 с.