Art of Negotiation

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Short description: Theory and practice of negotiation.

The course “The Art of Negotiation” places particular emphasis on understanding the process of bargaining and negotiation and analyzes a variety of dispute settlement theories. Students will examine and compare the utility, efficiency, techniques, and tactics of various settlement procedures.

It consists of 15 classes (2 academic hours each):

1. Kick-off meeting - Introduction to the Art of Negotiation

2. Conflict – possible reasons of conflict, tools for conflict analysis, methods of dispute, circle of conflict

3. Methods of conflict resolution: court, arbitrage, force, pressure without using force, negotiation, mediation, administrative and legal decisions

4. Strategies of negotiation

5. Positional Strategy of Conflict Resolution, Basic Negotiation Terms and Basic Negotiation Principles

6. Interest-based Strategy of Conflict Resolution

7. Needs and Positions In Negotiation

8. Traps and Tricks in Negotiation Process

9. Effective Communication in Negotiation Process

10. Group Negotiations

11. Multi-Party Negotiation & Coalitions

12. Mediation as a Strategy for Alternative Dispute Resolution

13. Summary and revision

14. Exam

15. Analysis of the exam results

Getting to Yes: How to Negotiate Agreement Without Giving In, by Roger Fisher, William Ury, Bruce Patton, 2003

Getting Past No: Negotiating Your Way from Confrontation to Cooperation, by William Ury, 1993

A General Theory on Conflicts and Disputes, by Raymond Shonholtz, Partners for Democratic Change, Journal of Dispute Resolution, November 2003, Vol. 2003, No. 2, pgs 400-411.

The Mediation Process, by Christopher W. Moore, 2003

K_W11: Knows and understands mechanisms of conflicts and dispute resolution processes; K_W12: Has a specialist knowledge of subjects of political communication and their relationships in terms of political conflicts; K_U12: Has developed skills to communicate adequately in the process of negotiation (presenting offers and statements, asking questions on needs and interests, defending positions); K_K01: Is ready to participate actively in the real negotiation; K_K02: Is ready to participate in building the institutionalised forms of activity of citizens using different methods of dispute resolution; K_K03: Can take active part in preparing and conducting group negotiations; K_K05: Identifies and solves correctly dilemmas connected with the applying correct strategy and method of negotiation; K_K06: Can manage a negotiation team

Assessment methods: evaluation of active participation in the course and a written exam (both test and open questions); Assessment criteria: students will have to give evidence (by discussing topics of each class, expressing opinions, obtaining a high score in the exam) of good knowledge of the course topics.

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