ESF:MPH_OBDO Business skills - Course Information

MPH_OBDO Business skills and negotiation

Extent and Intensity

0/0/0. 4 credit(s). Type of Completion: k (colloquium).

Teacher(s)

Ing. Mgr. Igor Ingršt, Ph.D. (seminar tutor)

Guaranteed by

Ing. Mgr. Igor Ingršt, Ph.D.
Department of Business Management – Faculty of Economics and Administration
Contact Person: Vlasta Radová
Supplier department: Department of Business Management – Faculty of Economics and Administration

Prerequisites (in Czech)

! MPH_MODO Managerial and business skill

Course Enrolment Limitations

The course is also offered to the students of the fields other than those the course is directly associated with.
The capacity limit for the course is 24 student(s).
Current registration and enrolment status: enrolled: 0/24, only registered: 0/24, only registered with preference (fields directly associated with the programme): 0/24

fields of study / plans the course is directly associated with

• Business Management (programme ESF, N-PEM)

Course objectives

Students will master business negotiation with the counterparty. The course is organized in collaboration with The University of Auckland, New Zealand (students will evaluate each other's work on presentations and exchange experiences). They will receive feedback on the level of their negotiation skills that apply to the management of individuals, teams, and organizations.
Course objectives:
- practice basic business and negotiation interview techniques
- acquire negotiation skills in practical model situations
- understand the role of a leader, adapt, lead a work team, communication
- learn to recognize strengths and weaknesses in the performances of your own, colleagues and foreign students from the partner university, and provide feedback
- connection between theory and practice in the above-mentioned areas

Learning outcomes

After completing the course, the student will be able to:
- describe the rules and principles of business negotiations;
- apply the principles of negotiation in practice;
- build and lead a working team;
- identify strengths and weaknesses of business partners;
- provide constructive feedback;
- understand foreign trade and negotiation culture.

Syllabus

• 1) Course introduction. Setting individual and shared goals. Getting to know and setting rules of conduct between participants. Preparation of assignments for model situations. Explanation of the assignment for creating a presentation (the group will compare the business and negotiation culture of New Zealand with a selected EU country). To understand why we learn business and management negotiations. Model situations and feedback on them.
• 2) Preparation for the meeting. SMART targets. BATNA. Ice-breaking. Open questions. Why are we negotiating? Stages of a business conversation. Ask for the order. Hear x listen x understand x agree. Active listening. Attitudes x interests. Positional x interest negotiation. Self-presentation. Win-win. Silence. Conflict. Model situations and feedback on them. Student presentations.
• 3) Personality and competence of the sales manager - self-knowledge, self-management, thinking, personality traits, attitudes, knowledge, skills. Management cycle Model situations and feedback on them. Student presentations.
• 4) Evaluation, operational consultation, and disciplinary proceedings with team members Team meetings (effective leadership), projects, coaching, and decision making. Objections - true x false. Recognition and coping techniques. Model situations and feedback on them. Student presentation.
• 5) Key moments of the buyer's work (selection of the supplier, work with the supplier, negotiation of conditions, production, inspection, complaints). Key moments of the trader's work (gaining a new customer, maintaining a relationship, creating an offer, managing questions and objections, how to close a business? How to make the most of it? - but in the long run). Model situations and feedback on them. Student presentations.
• 6) Final seminar. Evaluation of the best model situations in Czech by ESF students. Evaluation of the best presentations in English by ESF and The University of Auckland students (the best presentation will serve as a guide for foreign managers and will be promoted by The New Zealand Europe Business Council and by a specially created international website)

Literature

recommended literature
• Dinnar, S., & Susskind, L. (2019). Entrepreneurial negotiation: Understanding and managing the relationships that determine your entrepreneurial success. Cham, Switzerland: Palgrave Macmillan.
• KORDA, Philippe. Zlatá pravidla obchodního vyjednávání : jak obhájit své ceny a marže a stát se mistrem ve vyjednávání. 4. francouzské vyd., 1. če. Praha: Grada Publishing, 2011, 202 s. ISBN 9788024737522. info

Teaching methods

The course is divided into six 4-hour blocks (during 3 days, 2 blocks each day - morning and afternoon - 17.-19.9.2024). At the beginning of each seminar, students are introduced to the theory, which is practiced in short (10-15 minutes) practical model business conversations between students. Students and the teacher then give feedback to their colleagues. Students inspire each other, while the mentoring method is used. Above all, there is an effort to model the most realistic situations from practice, which will make it easier for students to get involved in the real business world more quickly.

Assessment methods

To obtain 75% of the points in the continuous evaluation. (creation and play of a model situation - 25% + 20%, creation of a presentation on the theme - comparison of business and negotiation culture of EU countries and New Zealand (video/poster) - 35%, work in class, including the final seminar -20%). Attendance at seminars is mandatory.
It is not possible to take the course remotely during an internship abroad. An equivalent course (similar scope and workload) completed at a foreign university will be recognized.

Language of instruction

Czech

Further comments (probably available only in Czech)

The course is taught annually.
The course is taught: in blocks.
Note related to how often the course is taught: 24 hodin blokové výuky.
Information on course enrolment limitations: Minimální počet pro otevření předmětu je 10 zapsaných studentů. / The minimum number of enrolled students to open the course is 10.

• Enrolment Statistics (Autumn 2024, recent)
  
• Permalink: https://is.muni.cz/course/econ/autumn2024/MPH_OBDO