Týden CJV.Example
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Practising negotiation, persuasion
and argumentation in a legal classroom setting.

                                        ‘SHARE & GAIN’ 8th -9th September 2016 / Hana Katrnakova
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Outline
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§Definition, negotiating behaviour
§Negotiators and preparation ( team, issues, priorities, values, settlement)
§Good negotiator
§Case study
§Feedback on case study and Assertive rights
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Negotiation is …..
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§… a proces through which two or more parties arrive at
§ a mutually satisfactory solution to a problem or dispute.
§(Julian Webb, Caroline Maughan, Mike Maughan, Marcus Keppel-Palmer, and Andrew Boon (2011) Oxford:
OUP.)
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                                        ‘SHARE & GAIN’ 8th -9th September 2016 / Hana Katrnakova

§Negotiating behaviour
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§Form of communication where partners (individuals, small and big groups, nations, countries) try
to persuade each other about rightness of their individual perspectives and/or change the course of
negotiating.
§Diplomacy, international politics, business communication, justice etc.
§Rising interest in ethnic and racial conflicts all over the world
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                                        ‘SHARE & GAIN’ 8th -9th September 2016 / Hana Katrnakova
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Definition of a conflict
§Latin confligó, conflictum - clash
§Conflict is a state of discord caused by the actual or perceived opposition of needs, values and
interests between people.
§Is part of everyday life & is normal
§ Difficulties are meant to rouse, not discourage. The human spirit is to grow strong by conflict.
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                                        ‘SHARE & GAIN’ 8th -9th September 2016 / Hana Katrnakova
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Conflicts and me
§1. What does a word conflict mean to you?
§2. What are your typical conflict situations?
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§……………………………………………………………………………………………………………………………………………………………………………………………………………………………………………
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                                        ‘SHARE & GAIN’ 8th -9th September 2016 / Hana Katrnakova
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Conflicts and me
§3. What do you feel in a conflict?
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§4. How do you behave in a conflict situation?
……………………………………………………………………………………………………………………………………………………………………………………………………………………………………………………..
                                        ‘SHARE & GAIN’ 8th -9th September 2016 / Hana Katrnakova
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Conflicts
§Two components:
§Content (rational)
§Emotional (irrational)
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*
                                        ‘SHARE & GAIN’ 8th -9th September 2016 / Hana Katrnakova
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Your values are apparent

What do you feel during a conflict?
§Negative feelings:
§Anger
§Tension
§Anxiety
§Fear
§Regret
§Sorrow
§Blame
§Injustice
§Aggression
§Helplessness
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§Positive feelings:
§Relaxation
§Satisfaction
§Activation of power
§Own power
§Enjoyment
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                                        ‘SHARE & GAIN’ 8th -9th September 2016 / Hana Katrnakova
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Describe your conflict as a Movie:
Title of the movie
§Script:
§Actors………………………………………………………….
§Roles.…………………………………………………………
§Plot…………………………………………….………………………………………………………………………………………………………………………………………………..
§Genre…………………………………………………………………………………………………………….. …………….
                                        ‘SHARE & GAIN’ 8th -9th September 2016 / Hana Katrnakova
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What works in conflict:
§Break
§Understanding needs of the other
§Explaining the other my needs
§Summing up the situation
§Agreement, compromise, agree that disagree
                                        ‘SHARE & GAIN’ 8th -9th September 2016 / Hana Katrnakova
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How to make decisions
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§Don’t decide too quickly
§Write down all options
§Write pros and cons of each option
§Compare similar decision from your life experience
§Imagine consequences of your options in the future
§Make decision
§Accept the decision with all the consequences (no if)
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                                        ‘SHARE & GAIN’ 8th -9th September 2016 / Hana Katrnakova
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Předstírám, že je všechno v pořádku
Směji se a žertuji, jakoby nic
Mlčím nebo odvádím pozornost od konfliktu
Pláču, propadám úzkosti, hroutím se
Na někom si vybiji vztek
Hledám někoho silnějšího, kdo by mi pomohl
Naříkám, běduji
Stěžuji si na někoho

Case study.
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                                        ‘SHARE & GAIN’ 8th -9th September 2016 / Hana Katrnakova

THANK YOU FOR YOUR ATTENTION
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                                        ‘SHARE & GAIN’ 8th -9th September 2016 / Hana Katrnakova
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