115-0383/01 – Commercial Dealing and Social Manners (OJSP)

Gurantor departmentDepartment of ManagementCredits3
Subject guarantordoc. PhDr. ThDr. Lucjan Klimsza, PhD.Subject version guarantordoc. PhDr. ThDr. Lucjan Klimsza, PhD.
Study levelundergraduate or graduateRequirementChoice-compulsory
Year1Semestersummer
Study languageCzech
Year of introduction2011/2012Year of cancellation2020/2021
Intended for the facultiesEKFIntended for study typesBachelor, Follow-up Master
Instruction secured by
LoginNameTuitorTeacher giving lectures
KLI0213 doc. PhDr. ThDr. Lucjan Klimsza, PhD.
MAT073 Ing. Lucja Matusiková, Ph.D.
Extent of instruction for forms of study
Form of studyWay of compl.Extent
Full-time Credit 1+2

Subject aims expressed by acquired skills and competences

1.To understand cultural diversity in business and social intercourse. 2.To navigate in selected social contacts and relations (business, social activities and business opportunities, including extracurricular events). 3.To get the knowledge and practical skills for social action and behavior in multicultural work and social environment. 4.To illustrate and explain basic concepts, principles and categories of business meetings and negotiations. 5.To characterize the different phases of business conduct, methods, techniques and tactics in the negotiations. 6.To understand the nature of interpersonal, communication managers, including the identification of important factors. 7.To identify the specific business practices in inter-cultural environment.

Teaching methods

Lectures
Seminars
Individual consultations
Tutorials
Project work

Summary

The aim of the subject is to provide students with the knowledge and skills of social conventions, rules, norms, traditions, unwritten laws that determine the mechanisms of normal and acceptable behavior in our society. Thus, mastering communication and social rules are basic and necessary prerequisites for initiate and conduct business meetings and negotiations. The rules and pitfalls of negotiations due to the specifics of the business will be reviewed. The exercise will be linked to the knowledge of the methods and techniques of business conduct and its phases with the required skills for successfully conducting business. new approaches to negotiation, such as principled negotiation, specific methods of negotiating in difficult situations will be assessed.

Compulsory literature:

KAŁUCKI, Krzysztof. Techniki negocjacyjne. Warszawa: Difin, 2018. 211 s. ISBN 978-83-8085-642-4. MEDVEC, Victoria. Negotiate Without Fear: Strategies and Tools to Maximize Your Outcomes. New Jersey: Wiley, 2021. 256 s. ISBN 978-1-119-71909-0. SWEGLE, A. Paul. Contract Drafting and Negotiation. Washington: Business Law Seminar Group, 2018. 148 s. ISBN 978-0-692-13830-4.

Recommended literature:

CRAVER, Charles B. Effective Legal Negotiation and Settlement. Durham: Carolina Academic Press, 2020. 850 s. ISBN 978-1-531-01779-8. LEWICKI, Roy, Bruce BARRY a David SAUNDERS. ISE Essentals of Negotiation. New York: McGraw-Hill Education, 2021. 336 s. ISBN 978-1-260-399-45-5. McMAINS, Michael. Crisis Negotiations. New York: Routlege, 2020. 602 s. ISBN 978-1-138-585-52-2.

Way of continuous check of knowledge in the course of semester

Project.

E-learning

Other requirements

Basic knowledge of management.

Prerequisities

Subject has no prerequisities.

Co-requisities

Subject has no co-requisities.

Subject syllabus:

-General rules of social intercourse -Body Language -Business Activity -Social and business opportunities -Professional dress code -Spare-events and opportunities -National mentality -Business Communications -Business meetings and negotiations -Phase of a business meeting -Strategies and tactics of business conduct -Methods and techniques of business conduct -Personal requirements and demands on negotiators -Intercultural negotiations

Conditions for subject completion

Full-time form (validity from: 2016/2017 Winter semester, validity until: 2020/2021 Summer semester)
Task nameType of taskMax. number of points
(act. for subtasks)		Min. number of pointsMax. počet pokusů
Exercises evaluation Credit 85 (85) 85 3
        Exercises evaluation Written test 85  85
Mandatory attendence participation: Attendance at lectures is recommended. Scope of compulsory attendance at seminars - 80%.

Show history

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

Show history

Occurrence in study plans

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2018/2019 (N6208) Economics and Management (6208T037) Management P Czech Ostrava 1 Choice-compulsory study plan
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2018/2019 (N6209) Systems Engineering and Informatics (6209T017) Informatics in Economics P Czech Ostrava 2 Choice-compulsory study plan
2018/2019 (N6208) Economics and Management (6208T020) Business Economics P Czech Ostrava 1 Choice-compulsory study plan
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2018/2019 (N6202) Economic Policy and Administration (6202T040) Regional Development P Czech Ostrava Choice-compulsory study plan
2017/2018 (N6208) Economics and Management (6202T049) Accounting and Taxes P Czech Ostrava 1 Choice-compulsory study plan
2017/2018 (N6208) Economics and Management (6208T011) Economics and Law in Business P Czech Ostrava 1 Choice-compulsory study plan
2017/2018 (N6202) Economic Policy and Administration (6202T040) Regional Development P Czech Ostrava Choice-compulsory study plan
2017/2018 (N6208) Economics and Management (6208T037) Management P Czech Ostrava 1 Choice-compulsory study plan
2017/2018 (N6209) Systems Engineering and Informatics (6209T017) Informatics in Economics P Czech Ostrava 2 Choice-compulsory study plan
2017/2018 (N6208) Economics and Management (6208T020) Business Economics P Czech Ostrava 1 Choice-compulsory study plan
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2016/2017 (N6202) Economic Policy and Administration (6202T027) National Economy P Czech Ostrava 1 Choice-compulsory study plan
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2016/2017 (N6208) Economics and Management (6208T020) Business Economics P Czech Ostrava 1 Choice-compulsory study plan
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2016/2017 (N6208) Economics and Management (6208T062) Marketing and Business P Czech Ostrava 1 Choice-compulsory study plan
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2015/2016 (N6208) Economics and Management (6208T062) Marketing and Business P Czech Ostrava 1 Choice-compulsory study plan
2015/2016 (N6202) Economic Policy and Administration (6202T040) Regional Development P Czech Ostrava Choice-compulsory study plan
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2013/2014 (N6208) Economics and Management (6208T037) Management P Czech Ostrava 1 Choice-compulsory study plan
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2012/2013 (N6202) Economic Policy and Administration (6202T027) National Economy (00) National Economy P Czech Ostrava 1 Choice-compulsory study plan
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2011/2012 (N6208) Economics and Management (6208T020) Business Economics (00) Business Economics P Czech Ostrava 1 Choice-compulsory study plan
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2011/2012 (N6208) Economics and Management (6208T037) Management (00) Management P Czech Ostrava 1 Choice-compulsory study plan
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Occurrence in special blocks

Block nameAcademic yearForm of studyStudy language YearWSType of blockBlock owner

Assessment of instruction



2019/2020 Summer
2018/2019 Summer
2017/2018 Summer
2016/2017 Summer
2015/2016 Summer
2014/2015 Summer
2012/2013 Summer
2011/2012 Summer