Studij

Software Engineering

Negotiation and conflict resolution

  • Predavanje 30
  • Vježbe 15
  • Samostalni rad 45
Ukupno 90

Naziv predmeta

Negotiation and conflict resolution

Tip predmeta

Obligatory

ECTS

4

Nastavnici i suradnici

Cilj

COURSE GOALS The course is designed to be relevant to the broad spectrum of negotiation issues and challenges that are faced by managers and professionals today. Through team presentations, interactive lectures, dialogue, and excercises students will improve their negotiation confidence and understanding of the art and science of negotiation. The course will emphasize both the theoretical as well as the practical aspects of negotiation process which will be presented and examined through examples applicable in both, professional workplace and personal lives. Course topics are designed to follow learning objectives and include the following: Negotiation basics, Negotiation process, Negotiation Context and Negotiation and conflict resolution effectiveness. In order to improve collaboration and teamwork skills, in the first part of the semester students will negotiate and establish topics for their team presentations refering to either ethics in negotiation, team negotiations or any aspect withing the four main topics of the course. Details about this assignment will be presented during the first weeks of the course. The central issues of this course deal with increasing awareness that emotional intelligence, mental models and lines of communication are the life-blood of a negotiation. In order to gain a better confidence as negotiators who are able to handle complexity of the environment, often conflicting ideas, goals and offerings, students will learn to manage conflict as a place for possibility with the potential to change attitudes and behavior and by thus improve results. Students will further develop their negotiation skills through teamwork and the exercise for collaborative and strategic negotiating which are crucial for effective decision making in the 21st century.

Sadržaj

COURSE CONTENT 1. NEGOTIATION BASICS Nature and principles of negotiation Negotiation stages, styles and preparation 2. NEGOTIATION PROCESS The Importance of Communication (verbal and non-verbal) and listening attitudes and filters The Influence of Perception: mental models and EI The Role of Personality: Assertiveness and key negotiating temperaments 3. NEGOTIATION CONTEXT Effects of relationships and power in negotiations Cultural and gender differences in negotiations 4. NEGOTIATION AND CONFLICT RESOLUTION EFFECTIVENESS Managing Conflict: Thomas-Kilmann's conflict inventory Mediation and Third party Intervention Creativity in Negotiation and Conflict Resolution

Obvezna literatura

REQUIRED LITERATURE
Budjac Corvette, B. (2014). Conflict Management: A Practical Guide to Developing Negotiation Strategies. Pearson.

Lewicki, Roy J., D. M. Saunders, B. Barry. (2009). Pregovaranje, MATE, Zagreb.

Preporučena literatura

RECOMMENDED LITERATURE
Griffith and Goodwin. (2013). Conflict Survival Kit: Tools for Resolving Conflict at Work, 2nd edition. Pearson Education.

Thompson, L. (2015). The Mind and Heart of the Negotiatior, Global 6th ed. Pearson.

Voss, Chris. (2017). Never Split the Difference: Negotiating as if Your Life Depended on It. Random House Business.

Minimalni ishodi učenja

  • Definirati i objasniti prirodu, temeljne principe i stilove pregovaranja.
  • Identificirati i opisati ulogu subprocesa u pregovaranju (komunikacija, percepcija i osobnost).
  • Interpretirati važnost kontekstualnih aspekata u pregovaranju (korištenje moći, izgradnja odnosa te rodne i kulturalne razlike).
  • Objasniti i razvrstati tipove sukoba i raspraviti učinkovitost u rješavanju sukoba.

Željeni ishodi učenja

  • Propitati prirodu pregovaranja i implementirati temeljne principe i stilove pregovaranja.
  • Razlikovati i usporediti relevantne primjere subprocesa u pregovaranju (primjeri vezani uz komunikaciju, percepciju i osobnost).
  • Vrednovati važnost kontekstualnih aspekata pregovaranja (učinci korištenja moći, izgradnje odnosa te rodne i kulturalne razlike).
  • Usporediti tipove konflikta i odabrati prikladnu strategiju za rješavanje konflikta.

BUDI IZVRSTAN U ONOM ŠTO VOLIŠ. ZAISKRI.

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