ESF:PHPVOC Psychology of Trade - Course Information

PHPVOC Psychology of Trade

Extent and Intensity

0/2/0. 3 credit(s). Type of Completion: z (credit).

Teacher(s)

Mgr. Ing. Viktor Kulhavý, Ph.D., MSLS (seminar tutor)

Guaranteed by

doc. PhDr. Božena Šmajsová Buchtová, CSc.
Department of Business Management – Faculty of Economics and Administration
Contact Person: Vlasta Radová

Timetable of Seminar Groups

PHPVOC/1: Tue 9:20–12:45 S301, V. Kulhavý
PHPVOC/2: Tue 9:20–12:45 S301, V. Kulhavý

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 40 student(s).
Current registration and enrolment status: enrolled: 0/40, only registered: 0/40, only registered with preference (fields directly associated with the programme): 0/40

fields of study / plans the course is directly associated with

• Business Management (programme ESF, M-EKM)
• Business Management (programme ESF, N-EKM)

Course objectives

The course is thematically divided into 6 units per 4 teaching hours each:
I. Image of a company;
II. Tactics and strategy of business negotiation;
III. Hard sell to close the deal;
IV. Psychology of personal sale;
V. Communication skills in trade, negotiation with trading partners.
VI. Ethical principles in trade negotiation. Cultural differences in trade.

In the introductory session conditions of successful business negotiations are briefly explained with an emphasis on healthy level of confidence and knowledge to work with the time and information. In the other parts, phases of a refined business meeting are defined. Preparation for meetings, presentations of business offers and business negotiation process is analyzed in detail. Another section is devoted to the psychology of personal sale. Necessary equipment for good sales representative and negotiators are communication skills. Emphasis is placed on body language as a means of communication, the way questions are asked and methods of telephoning. A separate section is devoted to an image of men and women in business. The final part of the course is devoted to success in international trade which depends on knowledge of social conventions of the given culture.

The main objectives of the course are:
- To enrich student’s knowledge with the psychology of business, whose cultivation is necessary for future managers and entrepreneurs
- To gain insight into the tactics and strategy of successful business practices and methods of negotiation, techniques of self-enforcement, principles of effective communication and methods of increasing personal performance
- To gain awareness of an ethical way relevant to business success
- To gain insight into cultural differences in the contingent of trade

Syllabus

• Thematic plan and contents of the course (per tuition weeks):
• I.
• Opening seminar
• Introduction to psychology for economists
• Introduction of the participants of the course - training of presentation skills
• Setting themes for self-study and for the preparation of presentation in seminars
• Image of a company. Designing an attractive image of a company, the principle of differentiation.
• Bearers of the corporate image.
• Relationship between the corporate culture and the corporate image.
• II.
• Tactics and strategy of business negotiation.
• Background of successful business negotiation.
• Psychological variables entering the relationship between people in business.
• Preparing for business negotiation inland and abroad. Principles of negotiation in teams.
• Stages of business negotiation.
• Manners of business negotiation. Pressure tactics and how to overcome them.
• Example from practice - a case study. Training of successful negotiation strategy in practice.
• III.
• The art of making a deal
• A professional seller
• How to present a business offer
• How to deal with objections
• Setting business conditions
• Establishing a prospective business relationship
• Video "Selling conversation" followed by discussion in teams.
• IV.
• The psychology of personal sale
• Principles of business conversation
• Motivation of different types of customers
• Customer care management
• Teamwork and the chain of customer/supplier
• Video "Demanding customers" followed by discussion in teams.
• V.
• Communication skills (art of listening, technique of asking questions, technique of telephoning, business correspondence)
• Body language as a means of communication
• Video „Body language in business" followed by discussion in teams Dealing with business partners
• Etiquette in business negotiation (addressing, principles of introduction, the form and function of business cards, principles of business diplomacy)
• Principles of demeanour for men and women in business
• Image of a man and woman
• Discussion with an expert advisor.
• VI.
• Ethical principles in business
• Ethical principles in negotiation
• Moral aspects of decision-making
• Practical instruments for dealing with ethical problems in business situations
• Team solution of a case study followed by discussion in teams
• Culturally conditioned differences in business
• Customs of European Union countries
• Eastern European countries
• Dealing with the Japanese. The American culture. Arabian countries.
• VII.
• Final test.

Literature

• ŠMAJSOVÁ BUCHTOVÁ, Božena and Viktor KULHAVÝ. Psychologie v obchodní činnosti firmy. (Psychology of business.). Brno. Brno: Masarykova univerzita, 2006, 101 pp. I. ISBN 80-210-4061-0. info
• ŠMAJSOVÁ BUCHTOVÁ, Božena and Jiří POKORNÝ. Podnikání a kulturní odlišnosti (Business and cultural differencies). Brno: ESF MU, 2004, 247 pp. skripta. ISBN 80-210-3490-4. info

Assessment methods

Students are obliged to work out one seminar paper during semester.
In the final written test students have to give free answers to three questions within the time limit of half an hour. The test is assessed on the point scale; the final classification is passed - failed. Conditions for successful completion of the final test is to satisfactorily answer at least 70 % of questions. None of the question can be assessed with mark F.
If student commits a prohibited act, such as usage of various forbidden tools, cribbing, taking out any part of the exam or any other cheating, teacher is allowed to interrupt an exam and to grade a student with F, FF or FFF according to the seriousness of the offence. Mentioned procedure relates to all the activities that are included to the final evaluation of the course (seminar work, essays, tests etc.).

Language of instruction

Czech

Further Comments

Study Materials
The course is taught annually.

• Enrolment Statistics (recent)
  
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