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Lecturer(s)
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Sasínková Martina, Ing. Ph.D.
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Course content
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Introduction to the subject - basic concepts of business dealing, negotiation. Preparation for business meetings, goal setting, strategy choice. The process of business negotiations and its phases. How to negotiate, how to demand concessions from the other party. Techniques of asking questions at business dealing. Techniques of handling the partner´s objections. Typology of negotiators, typology of customers. Defense against pressure techniques at business dealing. Etiquette at business meetings and business dinners. Nonverbal communication in business dealing. Formal Business Dress - manager's clothing during a business meeting. Networking, elevator pitch, personal marketing. Business negotiations with a foreign business partner.
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Learning activities and teaching methods
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Monologic (Exposition, lecture, briefing), Dialogic (Discussion, conversation, brainstorming), Methods for working with texts (Textbook, book)
- Term paper
- 14 hours per semester
- Participation in classes
- 26 hours per semester
- Home preparation for classes
- 10 hours per semester
- Preparation for course credit
- 40 hours per semester
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| learning outcomes |
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| Knowledge |
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| describe how to prepare for a business meeting and what types of goals to set |
| describe how to prepare for a business meeting and what types of goals to set |
| characterize the individual phases of a business negotiation |
| characterize the individual phases of a business negotiation |
| describe negotiation tactics and tips for negotiation |
| describe negotiation tactics and tips for negotiation |
| describe pressure techniques in personal selling and how to resist them |
| describe pressure techniques in personal selling and how to resist them |
| describe the rules of business etiquette |
| describe the rules of business etiquette |
| Skills |
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| prepare for business meeting |
| prepare for business meeting |
| recognize the type of customer and adapt your communication during business meeting accordingly |
| recognize the type of customer and adapt your communication during business meeting accordingly |
| apply individual negotiation techniques |
| apply individual negotiation techniques |
| respond appropriately to customer objections |
| respond appropriately to customer objections |
| recognize the meanings of various gestures and other non-verbal signals during negotiations |
| recognize the meanings of various gestures and other non-verbal signals during negotiations |
| choose the right image and clothes for business meetings |
| choose the right image and clothes for business meetings |
| teaching methods |
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| Knowledge |
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| Methods for working with texts (Textbook, book) |
| Methods for working with texts (Textbook, book) |
| Dialogic (Discussion, conversation, brainstorming) |
| Dialogic (Discussion, conversation, brainstorming) |
| Monologic (Exposition, lecture, briefing) |
| Monologic (Exposition, lecture, briefing) |
| Skills |
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| Activating (Simulation, games, dramatization) |
| Activating (Simulation, games, dramatization) |
| Students working in pairs |
| Students working in pairs |
| Practice exercises |
| Practice exercises |
| Self-reflection |
| Self-reflection |
| Dealing with situational issues - learning in situations |
| Dealing with situational issues - learning in situations |
| Experience (self-experience) |
| Experience (self-experience) |
| assessment methods |
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| Knowledge |
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| Systematic observation of the student |
| Systematic observation of the student |
| Analysis of seminar paper |
| Analysis of seminar paper |
| Written examination |
| Written examination |
| Grade (Using a grade system) |
| Grade (Using a grade system) |
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Recommended literature
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BELFORT Jordan. Way of the Wolf: Straight Line Selling: Master the Art of Persuasion, Influence, and Success. New York: Gallery Books, 2018. ISBN 1501164309.
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FISHER Roger, URY William L., PATTON Bruce. Getting to Yes: Negotiating Agreement Without Giving In. Penguin Books, 2011. ISBN 1844131467.
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KEENAN. Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price. A Sales Guy Publishing, 2019. ISBN 1732891028.
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VOSS Christopher, RAZ Tahl. Never Split the Difference: Negotiating As If Your Life Depended On it. USA: Harper Business, 2016. ISBN 9780062407801.
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