MPH_MODO Managerial and business skills

Faculty of Economics and Administration
Autumn 2021
Extent and Intensity
0/2/0. 4 credit(s). Type of Completion: k (colloquium).
Ing. Mgr. Igor Ingršt, Ph.D. (seminar tutor)
doc. Ing. Mgr. Jakub Procházka, Ph.D. (seminar tutor)
Guaranteed by
doc. Ing. Mgr. Jakub Procházka, Ph.D.
Department of Corporate Economy - Faculty of Economics and Administration
Contact Person: Vlasta Radová
Supplier department: Department of Corporate Economy - Faculty of Economics and Administration
Timetable of Seminar Groups
MPH_MODO/01: Mon 20. 9. 14:00–17:50 S310, Mon 4. 10. 14:00–17:50 S310, Mon 18. 10. 14:00–17:50 S310, Mon 25. 10. 14:00–17:50 S310, Mon 8. 11. 14:00–17:50 S310, Mon 22. 11. 14:00–17:50 S310, I. Ingršt
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: 4/24, 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
Course objectives
Students will acquire skills in purchase and sales negotiations as well as managerial negotiations with the counterparty. The course is organized in cooperation with The University of Auckland, New Zealand (students will evaluate each other's work and exchange experiences. They will gain feedback on the level of their negotiation skills, which is applicable to leading individuals, teams, and organizations.

Goals of the course
- to embrace managerial skills through practical model situations
- to practice techniques of essential managerial interviews
- to understand the role of a leader, to adapt, to lead a work team, to communicate
- to understand the rules and principles of managerial negotiation
- to learn to recognize strengths and weaknesses of their presentation, their colleagues and international students from the partner university, and pass on feedback
- bringing students as close as possible to the real managerial world and specific situations.
Learning outcomes
After completing the course, the student will be able to:
- describe the rules and principles of business and management 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.
  • 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. Communication cross. Ice-breaking. Open questions. Tactics. Why are we negotiating? Salesmen's tools. What to avoid? The role of the manager in the company - an example of subordinates. Concept vs. Reality. Stages of a business conversation. Ask for the order. Properties and advantages (features tell - benefits sell). 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 manager - self-knowledge, self-management, thinking, personality traits, attitudes, knowledge, skills. Management cycle - goals (determination, vision, control), plan (processes, priorities, communication), task (methods of assignment, motivation, feedback), control (evaluation, praise, criticism, update of goals) Model situations and feedback on them. Student presentations. 4) Job interview, evaluation of employees, operational meeting, disciplinary proceedings. New employee, team meetings (effective leadership), projects, coaching, decision making. Objections - true x false. Recognition of techniques and their management. Model situations and feedback on them. Student presentations. 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)
  • 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. URL info
  • JAY, Ros and Richard TEMPLAR. Velká kniha manažerských dovedností. 1. vyd. Praha: Grada, 2006. 514 s. ISBN 9788024712796. info
Teaching methods
The course is divided into six 4-hour blocks. At the beginning of each seminar, students are introduced to the theory's basics, which are then practiced in short (10-15 minutes) practical business conversations between students. Students and teachers then give feedback to their colleagues. Students and teachers then give feedback to colleagues. The students are inspired by each other, while the mentoring method is also used (thanks to the teacher's long managerial and coaching experience in companies). Above all, there is an effort to model the most realistic situations from practice, which will make it easier for students to integrate faster in the real business world.
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.
Language of instruction
Further comments (probably available only in Czech)
Study Materials
The course is taught annually.
The course is also listed under the following terms Autumn 2022.
  • Enrolment Statistics (Autumn 2021, recent)
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