Uniwersytet HEI - Centralny System Uwierzytelniania

International negotiations

Informacje ogólne

Kod przedmiotu:	2104-UPIR-D5INNE
Kod Erasmus / ISCED:	14.6 Kod klasyfikacyjny przedmiotu składa się z trzech do pięciu cyfr, przy czym trzy pierwsze oznaczają klasyfikację dziedziny wg. Listy kodów dziedzin obowiązującej w programie Socrates/Erasmus, czwarta (dotąd na ogół 0) – ewentualne uszczegółowienie informacji o dyscyplinie, piąta – stopień zaawansowania przedmiotu ustalony na podstawie roku studiów, dla którego przedmiot jest przeznaczony. / (brak danych)
Nazwa przedmiotu:	International negotiations
Jednostka:	Wydział Nauk Politycznych i Studiów Międzynarodowych
Grupy:	Stosunki Międzynarodowe -UPIR- DZIENNE 5 semestr 3 rok
Punkty ECTS i inne:	4.00 Podstawowe informacje o zasadach przyporządkowania punktów ECTS: roczny wymiar godzinowy nakładu pracy studenta konieczny do osiągnięcia zakładanych efektów uczenia się dla danego etapu studiów wynosi 1500-1800 h, co odpowiada 60 ECTS; tygodniowy wymiar godzinowy nakładu pracy studenta wynosi 45 h; 1 punkt ECTS odpowiada 25-30 godzinom pracy studenta potrzebnej do osiągnięcia zakładanych efektów uczenia się; tygodniowy nakład pracy studenta konieczny do osiągnięcia zakładanych efektów uczenia się pozwala uzyskać 1,5 ECTS; nakład pracy potrzebny do zaliczenia przedmiotu, któremu przypisano 3 ECTS, stanowi 10% semestralnego obciążenia studenta. zobacz reguły punktacji
Język prowadzenia:	angielski
Rodzaj przedmiotu:	obowiązkowe
Założenia (opisowo):	(tylko po angielsku) Student should: - know the basic approaches to international negotiation; - be able to recognize different phases, strategies and styles involved in process of negotiation; - know how to plan and prepare for each negotiation phase; - be able to explain cultural differences in international negotiation and be aware of basics of intercultural communication.
Skrócony opis:	(tylko po angielsku) International negotiation - the basic concepts and approaches. Phases involved in negotiation process. Diplomatic negotiation and role of mediation in international negotiations. Strategies and styles of negotiation. Cross-cultural negotiation and negotiation styles of selected cultures.Power in international negotiations. Communication in international negotiation - verbal and non-verbal communication; intercultural communication dynamics; persuasive communication.
Pełny opis:	(tylko po angielsku) International negotiation I. Course introduction. II. International negotiation – definitions, metaphors, theories. Basic concepts of negotiation. An overview of negotiation approaches – structural, strategic, process oriented, behavioral, integrative. III. Process approach to negotiation. Negotiation cycle - phases in international negotiation. IV. Diplomatic negotiation – a view from international relations. Negotiation as dispute settlement; “an international diplomatic culture”. V. Diplomatic negotiation – role of mediation in international negotiations - case study: Camp David Accord VI. The strategy and style matrix – negotiation strategies (distributive/predatorial; integrative; ZOPA; reservation point; bottom lines); identification of negotiation styles (soft, hard, principled). Negotiators’ types; how to organize a negotiation team. - Test: Identification of a preferred negotiation style VII. Role of a context and culture in international negotiations: negotiation’s environment – psychological, operational, cultural, material; time; language; place; perception in international negotiation VII-IX Negotiation styles of selected countries/ cultures. Oral presentations on selected negotiation cultures: USA; Asian countries (China; India; Japan; South Korea); selected Latin American countries; differences between European countries’ negotiation styles – Russia; Scandinavia; Germany; Spain; Italy; Poland... X. Power in international negotiations. - case study: Russia-Ukraine and Russia-EU political crisis XI. Communication in international negotiation - verbal and non-verbal communication; communication barriers; intercultural communication dynamics; giving and getting information; persuading – arguing, promising, appealing. XII-XIII. Simulation game
Literatura:	(tylko po angielsku) Readings - Raymond Cohen, Negotiations Across Cultures. International Communication in an Interdependent World, Washington, D.C. 1997, pp. 9 – 19; and chapter 3 “Intercultural Dissonance”.Readings - A.A. Slatkin, Communication in Crisis and Hostage Negotiations: Practical Communication Techniques, Strategems, and Strategies for Law Enforcement, Corrections and Emergency Service Personnel in Managing Critical Incidents, Springfield: Charles C. Thomas Publisher Ltd. 2010 (e-book) - Frank R. Pfetsch, Symmetry and Asymmetry in International Negotiations, “International Negotiation” 2000, no 1, pp. 21-42; - Winfried Lang, Negotiation as Diplomatic Rule-Making, “International Negotiation. A Journal of Theory and Practice”, 1996, no 1, pp. 65 – 78. - Raymond Cohen, Negotiating across Cultures. International Communication in an Interdependent World, United States Institute of Peace 1997, pp. 20-23 Readings- R. Fisher, W. Ury with B. Patton, Getting to YES. Negotiating an agreement without giving in, Random House Business Books, second edition 2013. pp. 13-48. - I. W. Zartman, S. Touval, International Mediation: Conflict Resolution and Power Politics, “Journal of Social Issues”, vol. 41, no. 2, 1985, pp. 27-45. - Bertram I. Spector, Metaphors of International Negotiation, “International Negotiation. A Journal of Theory and Practice” 1996, no 1, pp. 1 – 9 - Otomar J. Bartos, Negotiation as Friendship Formation, “ 1996, no 1, pp. 29-46; - Christophe Dupont, Negotiation as Coalition Building, “International Negotiation. A Journal of Theory and Practice” 1996, no 1, pp. 47-64; Readings - Herbert C. Kelman, Negotiation as Interactive Problem Solving, “International Negotiation. A Journal of Theory and Practice” 1996, no 1, pp. 99-123.
Efekty uczenia się:	(tylko po angielsku) Student can: - describe the key approaches to international negotiation; - identify and describe different phases, strategies, styles and tactics involved in negotiation process; - explain cultural differences in international negotiation; - plan the negotiation process i.e. prepare to each negotiation phase and create a negotiation strategy. Student will also improve negotiation skills and an ability to develop persuasive arguments.
Metody i kryteria oceniania:	(tylko po angielsku) • Interactive lectures, including power point presentations and the use of audiovisual materials; • Group discussions, including an analysis of international negotiation case studies, cross-cultural negotiation styles, persuasive communication • Practical negotiation exercises • Test on preferred individual negotiation style • Multilateral simulation game of international negotiation 1. Attendance/active participation – the nature of this course assumes active participation of students which involves: readings, qualitative contributions to seminar discussions, preparation of case studies; activity in negotiation exercises 2. National negotiation style–oral presentation - optional 3. Final exam-Simulation game activity in the pre-negotiation process (preparation of the simulation game) and the negotiation phase Instructions for students for the final simulation game: Phase O. (Defining a problem) - October - Selection of a problem for international (quadrilateral) negotiation – deadline for students’ proposals by the end of October classes – students prepare 2-3 proposals;they should focus on topics that enable to present different negotiation cultures (eg. US-China-Russia-Japan; Germany-Greece/Italy-UK- France; etc.); Phase 1 and 2 (Diagnostic and pre-negotiation) - October – selection of each negotiation team members; Setting an agenda (2-3 negotiation rounds)and a place of negotiation (who is hosting) - Intra-group and inter-groups consultations on an agenda. - November- presentation of an agenda; and intra-group work on: Negotiation strategy (it should include: opening position, SWOT, list of interests and aims, BATNA or reservation points, preferred style and tactics; description of the group-roles, detailed description of your team – who is responsible for what) - December - strategy - January - Opening position – this should be also handed to the other party Phase 3 - Negotiation - January - simulation game

Zajęcia w cyklu "Semestr zimowy 2023/24" (zakończony)

Okres:	2023-10-01 - 2024-01-28	Wybrany podział planu: tygodniowy cykl przedmiotu Przejdź do planu PN KON KON KON WT ŚR CZ PT
Typ zajęć:	Konwersatorium, 30 godzin więcej informacji
Koordynatorzy:	Katarzyna Ostaniewicz
Prowadzący grup:	Katarzyna Ostaniewicz
Lista studentów:	(nie masz dostępu)
Zaliczenie:	Przedmiot - Zaliczenie na ocenę Konwersatorium - Zaliczenie na ocenę
Skrócony opis:	(tylko po angielsku) International negotiation - the basic concepts and approaches. Phases involved in negotiation process. Diplomatic negotiation and role of mediation in international negotiations. Strategies and styles of negotiation. Cross-cultural negotiation and negotiation styles of selected cultures.Power in international negotiations. Communication in international negotiation - verbal and non-verbal communication; intercultural communication dynamics; persuasive communication.
Pełny opis:	(tylko po angielsku) International negotiation Dr. Kamila Pronińska Institute of International Relations University of Warsaw 2017/18 I. Course introduction. II. International negotiation – definitions, metaphors, theories. Basic concepts of negotiation. An overview of negotiation approaches – structural, strategic, process oriented, behavioral, integrative. Readings - Bertram I. Spector, Metaphors of International Negotiation, “International Negotiation. A Journal of Theory and Practice” 1996, no 1, pp. 1 – 9 - Otomar J. Bartos, Negotiation as Friendship Formation, “ 1996, no 1, pp. 29-46; - Christophe Dupont, Negotiation as Coalition Building, “International Negotiation. A Journal of Theory and Practice” 1996, no 1, pp. 47-64; III. Process approach to negotiation. Negotiation cycle - phases in international negotiation. Readings - Herbert C. Kelman, Negotiation as Interactive Problem Solving, “International Negotiation. A Journal of Theory and Practice” 1996, no 1, pp. 99-123. IV. Diplomatic negotiation – a view from international relations. Negotiation as dispute settlement; “an international diplomatic culture”. Readings - Winfried Lang, Negotiation as Diplomatic Rule-Making, “International Negotiation. A Journal of Theory and Practice”, 1996, no 1, pp. 65 – 78. - Raymond Cohen, Negotiating across Cultures. International Communication in an Interdependent World, United States Institute of Peace 1997, pp. 20-23 V. Diplomatic negotiation – role of mediation in international negotiations Readings - I. W. Zartman, S. Touval, International Mediation: Conflict Resolution and Power Politics, “Journal of Social Issues”, vol. 41, no. 2, 1985, pp. 27-45. - case study: Camp David Accord VI. The strategy and style matrix – negotiation strategies (distributive/predatorial; integrative; ZOPA; reservation point; bottom lines); identification of negotiation styles (soft, hard, principled). Negotiators’ types; how to organize a negotiation team. Readings - R. Fisher, W. Ury with B. Patton, Getting to YES. Negotiating an agreement without giving in, Random House Business Books, second edition 2013. pp. 13-48. - Test: Identification of a preferred negotiation style VII. Role of a context and culture in international negotiations: negotiation’s environment – psychological, operational, cultural, material; time; language; place; perception in international negotiation Readings - Raymond Cohen, Negotiations Across Cultures. International Communication in an Interdependent World, Washington, D.C. 1997, pp. 9 – 19; and chapter 3 “Intercultural Dissonance”. VII-IX Negotiation styles of selected countries/ cultures. Oral presentations on selected negotiation cultures: USA; Asian countries (China; India; Japan; South Korea); selected Latin American countries; differences between European countries’ negotiation styles – Russia; Scandinavia; Germany; Spain; Italy; Poland… X. Power in international negotiations. Readings - Frank R. Pfetsch, Symmetry and Asymmetry in International Negotiations, “International Negotiation” 2000, no 1, pp. 21-42; - - case study: Russia-Ukraine and Russia-EU political crisis XI. Communication in international negotiation - verbal and non-verbal communication; communication barriers; intercultural communication dynamics; giving and getting information; persuading – arguing, promising, appealing. Readings - A.A. Slatkin, Communication in Crisis and Hostage Negotiations: Practical Communication Techniques, Strategems, and Strategies for Law Enforcement, Corrections and Emergency Service Personnel in Managing Critical Incidents, Springfield: Charles C. Thomas Publisher Ltd. 2010 (e-book) XII-XIII. Simulation game (see: the instructions for the simulation game) Course Requirements: 1. Attendance/active participation – the nature of this course assumes your active participation which involves: readings, qualitative contributions to seminar discussions, negotiation exercises, preparation of case studies 2. National negotiating style – oral presentation (optional) 3. Final exam - Simulation game
Literatura:	(tylko po angielsku) - Raymond Cohen, Negotiations Across Cultures. International Communication in an Interdependent World, Washington, D.C. 1997, pp. 9 – 19; and chapter 3 “Intercultural Dissonance”.Readings - A.A. Slatkin, Communication in Crisis and Hostage Negotiations: Practical Communication Techniques, Strategems, and Strategies for Law Enforcement, Corrections and Emergency Service Personnel in Managing Critical Incidents, Springfield: Charles C. Thomas Publisher Ltd. 2010 (e-book) - Frank R. Pfetsch, Symmetry and Asymmetry in International Negotiations, “International Negotiation” 2000, no 1, pp. 21-42; - Winfried Lang, Negotiation as Diplomatic Rule-Making, “International Negotiation. A Journal of Theory and Practice”, 1996, no 1, pp. 65 – 78. - Raymond Cohen, Negotiating across Cultures. International Communication in an Interdependent World, United States Institute of Peace 1997, pp. 20-23 Readings- R. Fisher, W. Ury with B. Patton, Getting to YES. Negotiating an agreement without giving in, Random House Business Books, second edition 2013. pp. 13-48. - I. W. Zartman, S. Touval, International Mediation: Conflict Resolution and Power Politics, “Journal of Social Issues”, vol. 41, no. 2, 1985, pp. 27-45. - Bertram I. Spector, Metaphors of International Negotiation, “International Negotiation. A Journal of Theory and Practice” 1996, no 1, pp. 1 – 9 - Otomar J. Bartos, Negotiation as Friendship Formation, “ 1996, no 1, pp. 29-46; - Christophe Dupont, Negotiation as Coalition Building, “International Negotiation. A Journal of Theory and Practice” 1996, no 1, pp. 47-64; - Herbert C. Kelman, Negotiation as Interactive Problem Solving, “International Negotiation. A Journal of Theory and Practice” 1996, no 1, pp. 99-123.

Zajęcia w cyklu "Semestr zimowy 2024/25" (zakończony)

Okres:	2024-10-01 - 2025-01-26	Wybrany podział planu: tygodniowy cykl przedmiotu Przejdź do planu PN WT ŚR KON KON KON CZ PT
Typ zajęć:	Konwersatorium, 30 godzin więcej informacji
Koordynatorzy:	Katarzyna Ostaniewicz
Prowadzący grup:	Katarzyna Ostaniewicz
Lista studentów:	(nie masz dostępu)
Zaliczenie:	Przedmiot - Zaliczenie na ocenę Konwersatorium - Zaliczenie na ocenę
Skrócony opis:	(tylko po angielsku) International negotiation - the basic concepts and approaches. Phases involved in negotiation process. Diplomatic negotiation and role of mediation in international negotiations. Strategies and styles of negotiation. Cross-cultural negotiation and negotiation styles of selected cultures.Power in international negotiations. Communication in international negotiation - verbal and non-verbal communication; intercultural communication dynamics; persuasive communication.
Pełny opis:	(tylko po angielsku) International negotiation Dr. Kamila Pronińska Institute of International Relations University of Warsaw 2017/18 I. Course introduction. II. International negotiation – definitions, metaphors, theories. Basic concepts of negotiation. An overview of negotiation approaches – structural, strategic, process oriented, behavioral, integrative. Readings - Bertram I. Spector, Metaphors of International Negotiation, “International Negotiation. A Journal of Theory and Practice” 1996, no 1, pp. 1 – 9 - Otomar J. Bartos, Negotiation as Friendship Formation, “ 1996, no 1, pp. 29-46; - Christophe Dupont, Negotiation as Coalition Building, “International Negotiation. A Journal of Theory and Practice” 1996, no 1, pp. 47-64; III. Process approach to negotiation. Negotiation cycle - phases in international negotiation. Readings - Herbert C. Kelman, Negotiation as Interactive Problem Solving, “International Negotiation. A Journal of Theory and Practice” 1996, no 1, pp. 99-123. IV. Diplomatic negotiation – a view from international relations. Negotiation as dispute settlement; “an international diplomatic culture”. Readings - Winfried Lang, Negotiation as Diplomatic Rule-Making, “International Negotiation. A Journal of Theory and Practice”, 1996, no 1, pp. 65 – 78. - Raymond Cohen, Negotiating across Cultures. International Communication in an Interdependent World, United States Institute of Peace 1997, pp. 20-23 V. Diplomatic negotiation – role of mediation in international negotiations Readings - I. W. Zartman, S. Touval, International Mediation: Conflict Resolution and Power Politics, “Journal of Social Issues”, vol. 41, no. 2, 1985, pp. 27-45. - case study: Camp David Accord VI. The strategy and style matrix – negotiation strategies (distributive/predatorial; integrative; ZOPA; reservation point; bottom lines); identification of negotiation styles (soft, hard, principled). Negotiators’ types; how to organize a negotiation team. Readings - R. Fisher, W. Ury with B. Patton, Getting to YES. Negotiating an agreement without giving in, Random House Business Books, second edition 2013. pp. 13-48. - Test: Identification of a preferred negotiation style VII. Role of a context and culture in international negotiations: negotiation’s environment – psychological, operational, cultural, material; time; language; place; perception in international negotiation Readings - Raymond Cohen, Negotiations Across Cultures. International Communication in an Interdependent World, Washington, D.C. 1997, pp. 9 – 19; and chapter 3 “Intercultural Dissonance”. VII-IX Negotiation styles of selected countries/ cultures. Oral presentations on selected negotiation cultures: USA; Asian countries (China; India; Japan; South Korea); selected Latin American countries; differences between European countries’ negotiation styles – Russia; Scandinavia; Germany; Spain; Italy; Poland… X. Power in international negotiations. Readings - Frank R. Pfetsch, Symmetry and Asymmetry in International Negotiations, “International Negotiation” 2000, no 1, pp. 21-42; - - case study: Russia-Ukraine and Russia-EU political crisis XI. Communication in international negotiation - verbal and non-verbal communication; communication barriers; intercultural communication dynamics; giving and getting information; persuading – arguing, promising, appealing. Readings - A.A. Slatkin, Communication in Crisis and Hostage Negotiations: Practical Communication Techniques, Strategems, and Strategies for Law Enforcement, Corrections and Emergency Service Personnel in Managing Critical Incidents, Springfield: Charles C. Thomas Publisher Ltd. 2010 (e-book) XII-XIII. Simulation game (see: the instructions for the simulation game) Course Requirements: 1. Attendance/active participation – the nature of this course assumes your active participation which involves: readings, qualitative contributions to seminar discussions, negotiation exercises, preparation of case studies 2. National negotiating style – oral presentation (optional) 3. Final exam - Simulation game
Literatura:	(tylko po angielsku) - Raymond Cohen, Negotiations Across Cultures. International Communication in an Interdependent World, Washington, D.C. 1997, pp. 9 – 19; and chapter 3 “Intercultural Dissonance”.Readings - A.A. Slatkin, Communication in Crisis and Hostage Negotiations: Practical Communication Techniques, Strategems, and Strategies for Law Enforcement, Corrections and Emergency Service Personnel in Managing Critical Incidents, Springfield: Charles C. Thomas Publisher Ltd. 2010 (e-book) - Frank R. Pfetsch, Symmetry and Asymmetry in International Negotiations, “International Negotiation” 2000, no 1, pp. 21-42; - Winfried Lang, Negotiation as Diplomatic Rule-Making, “International Negotiation. A Journal of Theory and Practice”, 1996, no 1, pp. 65 – 78. - Raymond Cohen, Negotiating across Cultures. International Communication in an Interdependent World, United States Institute of Peace 1997, pp. 20-23 Readings- R. Fisher, W. Ury with B. Patton, Getting to YES. Negotiating an agreement without giving in, Random House Business Books, second edition 2013. pp. 13-48. - I. W. Zartman, S. Touval, International Mediation: Conflict Resolution and Power Politics, “Journal of Social Issues”, vol. 41, no. 2, 1985, pp. 27-45. - Bertram I. Spector, Metaphors of International Negotiation, “International Negotiation. A Journal of Theory and Practice” 1996, no 1, pp. 1 – 9 - Otomar J. Bartos, Negotiation as Friendship Formation, “ 1996, no 1, pp. 29-46; - Christophe Dupont, Negotiation as Coalition Building, “International Negotiation. A Journal of Theory and Practice” 1996, no 1, pp. 47-64; - Herbert C. Kelman, Negotiation as Interactive Problem Solving, “International Negotiation. A Journal of Theory and Practice” 1996, no 1, pp. 99-123.

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