115-0304/01 – Commercial Dealing (OBCHJ)

Gurantor departmentDepartment of ManagementCredits3
Subject guarantorprof. PhDr. Jiří Bláha, CSc.Subject version guarantorprof. PhDr. Jiří Bláha, CSc.
Study levelundergraduate or graduateRequirementChoice-compulsory
Year1Semestersummer
Study languageCzech
Year of introduction1999/2000Year of cancellation2010/2011
Intended for the facultiesEKFIntended for study typesFollow-up Master, Bachelor
Instruction secured by
LoginNameTuitorTeacher giving lectures
BLA18 prof. PhDr. Jiří Bláha, CSc.
CER0037 PhDr. Ing. Martin Černek, Ph.D.
SRA058 Ing. Anna Krausová
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 fundamental terms, principles and tactics in current commercial dealing. 2. Identify factors that influence dealing efficiency and its successful conclusion in the light of long lasting cooperation. 3. Explain importance of specific items within dealing phases. 4. Understand merits of principal dealing and identify current dealing tactics and strategies. 5. Apprise of personal demands on efficient negotiator and provide ability to self assessment of personal dealing conditions. 6. Understand merits of interpersonal communication and identify important factors that influence communication efficiency. 7. Identify variant demands on intercultural dealing within various countries.

Teaching methods

Lectures
Tutorials
Project work
Other activities

Summary

The negotiation as one part of commercial communication. Interpersonal communication with the aim of a reciprocal benefit achievement. Commercial deal phases. Commercial deal methods and techniques. Skill development for commercial deal. Culturally conditional disparities in commercial deal.

Compulsory literature:

LAWS, Anne. Negotiations. Oxford: Summertown Publishing, 2000. ISBN 13-978-1902741246. TRACY, Brian. Advanced Selling Strategie. Simon and Schuster, 1995. ISBN 10-0743539168.

Recommended literature:

BOREC, Tomáš. Manažéri na cudzom parkete: Ako prekonávat nástrahy interkultúrnej komunikácie. Bratislava: Neopublic Porter Novelli, 2009. ISBN 978-80-970227-5-4. URY, William. Jak překonat nesouhlas: zásady vyjednávání s lidmi, s nimiž nelze vyjednávat. Praha: Management Press, 2008. ISBN 978-80-7261-192-8.

Additional study materials

Way of continuous check of knowledge in the course of semester

Kontrola znalostí studentů, stejně tak jako schopností uplatnit nabyté poznatky z oblasti obchodního jednání, bude prováděna průběžně v rámci seminářů s použitím variantních výukových a testovacích metod.

E-learning

Other requirements

Prerequisities

Subject has no prerequisities.

Co-requisities

Subject has no co-requisities.

Subject syllabus:

1. Commercial dealing. 2. Dealing phases as a (preparation, dealing, bargain). 3. Strategies and tactics within commercial dealing. 4. Principal dealing. 5. Negotiator´s personality. 6. Work organization of negotiator. 7. Intercultural dealing. 8. Interpersonal communication as a a base of commercial dealing and negatiation.

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 pointsMax. počet pokusů
Exercises evaluation Credit 85 (85) 0 3
        Project Project 85  0 3
Mandatory attendence participation:

Show history

Conditions for subject completion and attendance at the exercises within ISP:

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Occurrence in study plans

Academic yearProgrammeBranch/spec.Spec.ZaměřeníFormStudy language Tut. centreYearWSType of duty
2010/2011 (B6208) Economics and Management (6208R062) Marketing and Business (01) Marketing and Business P Czech Ostrava 2 Choice-compulsory study plan
2008/2009 (N6202) Economic Policy and Administration (6210T004) European Integration (00) European Integration P Czech Ostrava 1 Choice-compulsory study plan
2008/2009 (N6202) Economic Policy and Administration (6202T040) Regional Development (00) Regional Development P Czech Ostrava 1 Choice-compulsory study plan
2008/2009 (B6209) Systems Engineering and Informatics (6209R001) Applied Informatics (00) Applied Informatics P Czech Ostrava 3 Choice-compulsory study plan
2008/2009 (N6208) Economics and Management (6208T037) Management P Czech Ostrava 1 Choice-compulsory study plan
2008/2009 (B6208) Economics and Management (6208R062) Marketing and Business (01) Marketing and Business P Czech Ostrava 2 Compulsory study plan
2008/2009 (N6208) Economics and Management (6202T049) Accounting and Taxes P Czech Ostrava 1 Choice-compulsory study plan
2008/2009 (N6208) Economics and Management (6208T020) Business Economics (00) Business Economics P Czech Ostrava 1 Choice-compulsory study plan
2008/2009 (N6208) Economics and Management (6208T101) Sports Management P Czech Ostrava 1 Choice-compulsory study plan
2008/2009 (B6209) Systems Engineering and Informatics (6209R001) Applied Informatics (01) Applied Infomatics P Czech Valašské Meziříčí 3 Choice-compulsory study plan
2007/2008 (N6202) Economic Policy and Administration (6210T004) European Integration (00) European Integration P Czech Ostrava 1 Choice-compulsory study plan
2007/2008 (N6202) Economic Policy and Administration (6202T040) Regional Development (00) Regional Development P Czech Ostrava 1 Choice-compulsory study plan
2007/2008 (B6209) Systems Engineering and Informatics (6209R001) Applied Informatics (00) Applied Informatics P Czech Ostrava 3 Choice-compulsory study plan
2007/2008 (B6209) Systems Engineering and Informatics (6209R001) Applied Informatics (01) Applied Infomatics P Czech Valašské Meziříčí 3 Choice-compulsory study plan
2007/2008 (N6208) Economics and Management (6208T037) Management P Czech Ostrava 1 Choice-compulsory study plan
2007/2008 (B6208) Economics and Management (6208R062) Marketing and Business (01) Marketing and Business P Czech Ostrava 2 Compulsory study plan
2007/2008 (N6208) Economics and Management (6202T049) Accounting and Taxes P Czech Ostrava 1 Choice-compulsory study plan
2007/2008 (N6208) Economics and Management (6208T101) Sports Management P Czech Ostrava 1 Choice-compulsory study plan
2007/2008 (N6208) Economics and Management (6208T020) Business Economics (00) Business Economics P Czech Ostrava 1 Choice-compulsory study plan
2005/2006 (B6208) Economics and Management (6208R062) Marketing and Business (01) Marketing and Business P Czech Ostrava 2 Compulsory study plan
2005/2006 (N6202) Economic Policy and Administration (6210T004) European Integration (00) European Integration P Czech Ostrava 1 Choice-compulsory study plan
2005/2006 (N6208) Economics and Management (6208T020) Business Economics (00) Business Economics P Czech Ostrava 1 Choice-compulsory study plan
2005/2006 (N6208) Economics and Management (6208T037) Management P Czech Šumperk 1 Choice-compulsory study plan
2005/2006 (N6208) Economics and Management (6208T037) Management P Czech Ostrava 1 Choice-compulsory study plan
2004/2005 (N6202) Economic Policy and Administration (6210T004) European Integration (00) European Integration P Czech Ostrava 1 Choice-compulsory study plan
2004/2005 (N6208) Economics and Management (6208T020) Business Economics (00) Business Economics P Czech Ostrava 1 Choice-compulsory study plan
2004/2005 (N6208) Economics and Management (6208T037) Management P Czech Ostrava 1 Choice-compulsory study plan

Occurrence in special blocks

Block nameAcademic yearForm of studyStudy language YearWSType of blockBlock owner

Assessment of instruction



2010/2011 Summer