115-0057/01 – Commercial Dealing (OJ)

Gurantor departmentDepartment of ManagementCredits3
Subject guarantorprof. PhDr. Jiří Bláha, CSc.Subject version guarantorprof. PhDr. Jiří Bláha, CSc.
Study levelundergraduate or graduateRequirementChoice-compulsory
YearSemestersummer
Study languageCzech
Year of introduction1993/1994Year of cancellation2008/2009
Intended for the facultiesEKFIntended for study typesMaster
Instruction secured by
LoginNameTuitorTeacher giving lectures
BLA18 prof. PhDr. Jiří Bláha, CSc.
KAN07 PhDr. Zdeňka Kaňáková
Extent of instruction for forms of study
Form of studyWay of compl.Extent
Full-time Credit 1+1

Subject aims expressed by acquired skills and competences

1. Explain business negotiation as a part of interpersonal communication 2. Separate business negotiation into the particular phases 3. Outline tactics and strategies of business negotiation 4. Judge a new business negotiations approaches 5. Apply knowledge in business negation in specific situations

Teaching methods

Summary

Negotiating as a part business communications. Win-win strategy methods and techniques. Negotiating tactics. Culture and negotiation. Negotiations abroad – Different mentalities and negotiation methods.

Compulsory literature:

Dean, S. Business Talk English Praha: Grada, 2008. ISBN 978-80-247-2559-4.

Recommended literature:

Professional Business English. Brno. Computer Press, 2008. ISBN 978-80-251-2110-8.

Way of continuous check of knowledge in the course of semester

E-learning

Další požadavky na studenta

Prerequisities

Subject has no prerequisities.

Co-requisities

Subject has no co-requisities.

Subject syllabus:

1. Obchodní jednání - Vymezení. - Základní strategie. - Základní pojmy. 2. Fáze obchodního jednání (příprava na jednání, vyjednávání, dohoda) - Příprava na jednání. - Příprava strategie vyjednávání. - Zahájení jednání a prezentace firmy a produktu. - Vytváření porozumění. - Dohoda. - Uzavřené jednání. 3. Taktiky a strategie obchodního jednán,í - Konvenční taktiky, nekonvenční taktiky. - Příprava, příp. obrana proti manipulativním taktikám. 4. Principiální jednání a jednání v případě nesouhlasu - Zásady principiálního vyjednávání. - Postup při vyjednávání s agresivním partnerem, s partnerem, který využívá manipulativní formy jednání. - Konfliktní vyjednávání. 5. Osobnostní nároky na vyjednavače - Asertivní jednání a transakční analýza ve vztahu k vyjednávání. - Klíčové interpersonální vlastnosti a jejich vliv na vyjednávání. - Souhrn nároků na osobnost úspěšného vyjednavače. 6. Organizace práce obchodního manažera - Řízení času, rozlišování priorit, plánování. - Delegování pravomocí. 7. Jednání v jiných kulturních podmínkách. Interkulturální vyjednávání s ohledem na země EU. 8. Interpersonální komunikace - základ obchodního jednání a vyjednávání - Komunikační model. - Verbální a neverbální komunikace. - Návrhy na zdokonalení komunikace. - Komunikační formy a metody, jejich výhody a nevýhody. - Komunikační plán. - Komunikační dovednosti.

Conditions for subject completion

Full-time form (validity from: 1960/1961 Summer semester)
Task nameType of taskMax. number of points
(act. for subtasks)
Min. number of points
Exercises evaluation Credit 85 (85) 0
        Project Project 85  0
Mandatory attendence parzicipation:

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Occurrence in study plans

Academic yearProgrammeField of studySpec.FormStudy language Tut. centreYearWSType of duty
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2005/2006 (M6202) Economic Policy and Administration (6210T004) European Integration (01) European Integration P Czech Ostrava Choice-compulsory study plan
2005/2006 (M6208) Business and Management (6208T011) Economics and Law in Business P Czech Ostrava Choice-compulsory study plan
2005/2006 (M6208) Business and Management (6208T037) Management (02) Management P Czech Ostrava Choice-compulsory study plan
2005/2006 (M6208) Business and Management (6208T062) Marketing and Business (01) Marketing and Business P Czech Ostrava Choice-compulsory study plan
2005/2006 (M6208) Business and Management (6208T086) Enterprise Economics and Management P Czech Ostrava Choice-compulsory study plan
2004/2005 (M6208) Business and Management (6208T011) Economics and Law in Business P Czech Ostrava 3 Choice-compulsory study plan
2004/2005 (M6208) Business and Management (6208T086) Enterprise Economics and Management P Czech Ostrava 4 Choice-compulsory study plan
2004/2005 (M6208) Business and Management (6208T062) Marketing and Business (01) Marketing and Business P Czech Ostrava 3 Choice-compulsory study plan
2004/2005 (M6208) Business and Management (6208T037) Management (02) Management P Czech Ostrava 4 Choice-compulsory study plan
2003/2004 (M6202) Economic Policy and Administration (6202T010) Finance P Czech Ostrava Choice-compulsory study plan
2003/2004 (M6202) Economic Policy and Administration (6202T027) National Economy P Czech Ostrava Choice-compulsory study plan
2003/2004 (M6202) Economic Policy and Administration (6202T040) Regional Development (01) Regional Development P Czech Ostrava Choice-compulsory study plan
2003/2004 (M6202) Economic Policy and Administration (6202T055) Public Economics and Administration P Czech Ostrava Choice-compulsory study plan
2003/2004 (M6202) Economic Policy and Administration (6210T004) European Integration (01) European Integration P Czech Ostrava Choice-compulsory study plan
2003/2004 (M6208) Business and Management (6208T011) Economics and Law in Business P Czech Ostrava Choice-compulsory study plan
2003/2004 (M6208) Business and Management (6208T037) Management (02) Management P Czech Ostrava Choice-compulsory study plan
2003/2004 (M6208) Business and Management (6208T062) Marketing and Business (01) Marketing and Business P Czech Ostrava Choice-compulsory study plan
2003/2004 (M6208) Business and Management (6208T086) Enterprise Economics and Management P Czech Ostrava Choice-compulsory study plan
2003/2004 (M6209) Systems Engineering and Informatics (6209T025) System Engineering and Informatics P Czech Ostrava Choice-compulsory study plan
2002/2003 (M6202) Economic Policy and Administration (6210T004) European Integration (01) European Integration P Czech Ostrava 4 Choice-compulsory study plan
2002/2003 (M6208) Business and Management (6208T011) Economics and Law in Business P Czech Ostrava 3 Choice-compulsory study plan
2002/2003 (M6208) Business and Management (6208T086) Enterprise Economics and Management P Czech Ostrava 4 Choice-compulsory study plan
2002/2003 (M6208) Business and Management (6208T062) Marketing and Business (01) Marketing and Business P Czech Ostrava 3 Choice-compulsory study plan
2002/2003 (M6208) Business and Management (6208T037) Management (02) Management P Czech Ostrava 4 Choice-compulsory study plan
2001/2002 (M6202) Economic Policy and Administration (6210T004) European Integration (01) European Integration P Czech Ostrava 4 Choice-compulsory study plan
2001/2002 (M6202) Economic Policy and Administration (6202T040) Regional Development (01) Regional Development P Czech Ostrava 4 Choice-compulsory study plan
2001/2002 (M6208) Business and Management (6208T011) Economics and Law in Business P Czech Ostrava 3 Choice-compulsory study plan
2001/2002 (M6208) Business and Management (6208T086) Enterprise Economics and Management P Czech Ostrava 4 Choice-compulsory study plan
2001/2002 (M6208) Business and Management (6208T062) Marketing and Business (01) Marketing and Business P Czech Ostrava 3 Choice-compulsory study plan
2001/2002 (M6208) Business and Management (6208T037) Management (02) Management P Czech Ostrava 4 Choice-compulsory study plan
2000/2001 (M6202) Economic Policy and Administration (6210T004) European Integration (01) European Integration P Czech Ostrava 4 Choice-compulsory study plan
2000/2001 (M6208) Business and Management (6208T011) Economics and Law in Business P Czech Ostrava 3 Choice-compulsory study plan
2000/2001 (M6208) Business and Management (6208T086) Enterprise Economics and Management P Czech Ostrava 4 Choice-compulsory study plan
2000/2001 (M6208) Business and Management (6208T062) Marketing and Business (01) Marketing and Business P Czech Ostrava 3 Choice-compulsory study plan
2000/2001 (M6208) Business and Management (6208T037) Management (02) Management P Czech Ostrava 4 Choice-compulsory study plan

Occurrence in special blocks

Block nameAcademic yearForm of studyStudy language YearWSType of blockBlock owner