Business conflict and negotiations

studia pierwszego stopnia

English in Public Communication

studia stacjonarne

profil akademicki

fakultatywne

Realizowany zdalnie

Business oriented groups of students

ECTS points in relation to student’s duties

total number of hours: 30

total number of ECTS: 2

1 ECTS – 30 hours in class

1 ECTS – 30 hours preparation withdirect participation of the teacher

Course description

This course introduces students to the principles and practices of conflict management and negotiation in business and media contexts. It covers the nature and types of conflict, strategies for resolution and settlement, negotiation processes and techniques, and cross-cultural considerations. Through case studies, simulations, and role-plays, students develop practical skills in effective communication, teamwork, and international negotiation.

Course objectives

The main aim of the course is to develop students’ understanding and skills in conflict management and negotiation in business and media contexts. The course objectives include:

1. Providing knowledge about the nature, types, and outcomes of conflict

2. Identifying strategies for conflict management and resolution

3. Providing knowledge about mechanisms for conflict settlement, including mediation and arbitration

4. Providing knowledge about negotiation processes, techniques, and communication skills

5. Analyzing negotiation styles in cross-cultural and international contexts

6. Developing practical skills through simulations, case studies, and role-plays

7. Enhance business communication, teamwork, and intercultural competence.

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Course content:

1. Understanding Conflict

• Introduction to Conflict: Meaning and Nature

• Levels and Types of Conflict

• The Process of Conflict

• Outcomes of Conflict

2. Conflict Management

• Meaning and Importance of Conflict Management

• Conflict Resolution Strategies

• Prevention of Industrial Conflict

3. Settlement of Conflict

• Mechanisms for Conflict Settlement

4. Introduction to Negotiation

• Meaning and Importance of Negotiation

• The Process of Negotiation

• Key Factors and Challenges in Effective Negotiation

• Negotiations as a Communication Situation

5. Phases and Techniques of Negotiation

• Preparation: Setting Goals, Arguments, Understanding Interests

• Opening Talks and Presentation of Proposals

• Concessions, Offers, and Reaching Final Agreement

• First Contact Techniques: Appearance, Gestures, Language and Style, Use of Compliments

• Building Relationships in Negotiation

6. Negotiation Styles and Communication

• Negotiation Styles: Hard, Soft, and Win-Win

• Communication Skills in Negotiation

7. Cross-Cultural and International Negotiation

• Meaning and Challenges of Cross-Cultural Negotiation

• Cultural Diversity in Negotiation Styles: European, Asian, American Contexts

• Elements of Business Etiquette in Europe and Asia

• Common Mistakes in International Negotiation

8. Advanced Negotiation Strategies

• Types of Negotiations (Distributive, Integrative, Multi-party, etc.)

• International Negotiation Strategies

• Managing Complex Negotiations

• Ethics in Negotiation

9. Practical Applications and Review

• Negotiation Simulations and Role-Playing

• Case Studies and Application Exercises

• Review and Preparation for Final Examination

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Methods of instruction/ forms of classroom activity:

Class Presentation by Teacher: Concept introduction and theoretical grounding

Workshops & Simulations: Experiential learning and skill practice

Case Studies: Real-world business problem analysis

Group Projects: Multicultural teamwork with mentorship

Student Presentations & Discussions: Active participation and critical thinking

Reflection & Journals: Self-assessment and deeper understanding

Expert Panels & Industrial Visits: Practical industry insights

MSTeams: Common platform as digital resource access

Reading list

A. obligatory reading (to get a credit):

Shelke S. Trupti, Sidhu C. Anshita, Conflict & Negotiation. Sheth Publishers Pvt. Ltd., Mumbai, India (2017).

Shapiro, Daniel, Negotiating the Nonnegotiable: How to Resolve Your Most Emotionally Charged Conflicts. Penguin Books, New York, USA ( 2017).

Berton Peter, Kimura Hiroshi, Zartman W.I., International Negotiation. Palgrave Macmillan US (1999).

B. supplementary reading

Warżała M. Business English: negotiations and presentations. MemoWorld (2018).

B. Welch, Ch. Lafond and S. Vine. English for Negotiating. Oxford University Press (2016)

AcuffF.L. How to Negotiate Anything with Anyone Around the World. Amacom (2008).

Cohen S. Negotiating Skills for Managers. McGraw-Hill (2012)

C. Oplen sources

https://www.europarc.org/communication-skills/pdf/Negotiation%20Skills.pdf

https://tsnghia.files.wordpress.com/2010/10/langton_ob_5ce_ch09.pdf

https://www.academia.edu/9537151/Chapter_14_Conflict_and_Negotiation

https://ocw.mit.edu/courses/sloan-school-of-management/15-301-managerial-psychology-fall-2006/lecture-notes/lec9.pdf

https://www.sagepub.com/sites/default/files/upm-binaries/58510_Nahavandi_Chapter_11_proof.pdf

https://www.joinforwater.ngo/sites/default/files/library_assets/W_CON_E10_conflict_resolution.pdf

https://nptel.ac.in/content/storage2/courses/110105034/SM_Web/Ch15modified.pdf

https://peacemaker.un.org/sites/peacemaker.un.org/files/NegotiationandMediationTechniquesforNaturalResourceManagement_FAO2005.pdf

https://irjabs.com/files_site/paperlist/r_1477_130921170945.pdf

Knowledge

Student knows:

1. The nature, types, and outcomes of conflict in business and media contexts (k_W01/P6S_WG)

2. Principles and strategies of conflict management and resolution; mechanisms for conflict settlement, including mediation, arbitration, and labor tribunals (k_W02/P6S_WG)

3. Negotiation processes, phases, techniques, and communication skills; cross-cultural and international negotiation considerations (k_W05/P6S_WG)

4. Ethical aspects of negotiation and conflict resolution (k_W08/P6S_WK)

Skills

Students can:

5. Apply conflict management strategies in practical scenarios; conduct negotiations effectively using appropriate techniques and communication;Engage in simulations, role-plays, and case study exercises to practice negotiation and conflict resolution (k_U04/P6S_UK)

6. Analyze conflict situations and propose suitable resolution mechanisms (k_U07/P6S_UO)

7. Work collaboratively in multicultural teams (k_U08/P6S_UO)

Social competences

8. Communicate and negotiate effectively in professional and multicultural environments (k_K03/P6S_KO)

9. Show responsibility and ethical behavior in conflict situations; demonstrate teamwork, leadership, and adaptability in group negotiation settings (k_K05/P6S_KR)

10. Critically evaluate conflicts and negotiations, reflecting on personal and organizational outcomes (k_K02/P6S_KK)

Forms of evaluation of learning outcomes:

1. Active participation & attendance - 20% of the final grade (outcome 1-10)

2. A multiple-choice test - 40% of the final grade (outcome 1,2,3,4, 6, 0)

3. Teamwork and negotiation skills - 20% of the final grade (outcome 7, 8,9)

4. A presentation on a chosen topic - 20% of the final grade (1,2,3,45,6)

pass at 60% of the final grade