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

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 introduction2011/2012Year of cancellation
Intended for the facultiesEKFIntended for study typesFollow-up Master, Bachelor
Instruction secured by
LoginNameTuitorTeacher giving lectures
BLA18 prof. PhDr. Jiří Bláha, CSc.
KLI0213 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:

LAWS, Anne. Negotiations. Oxford: Summertown Publishing, 2000. ISBN 978-1-902741-24-6. WATKINS, Michael. Breakthrough Business Negotiation: A Toolbox for Managers. San Francisco: Jossey-Bass, 2002. ISBN 0-7879-6012-8.

Recommended literature:

DAWSON, Roger. Secrets Power Negotiating. Pompton Plains: The Career Press, 2011. ISBN 978-1-60163-139-8. KRATTENMAKER,Tom and Rebeca M. SAUNDERS. Winning Negotiations. Boston: Harvard Business School,2006. ISBN 83-88931-88-1.

Way of continuous check of knowledge in the course of semester

Project.

E-learning

Další požadavky na studenta

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)
Task nameType of taskMax. number of points
(act. for subtasks)
Min. number of points
Exercises evaluation Credit 85 (85) 85
        Exercises evaluation Written test 85  85
Mandatory attendence parzicipation: Attendance at lectures is recommended. Scope of compulsory attendance at seminars - 80%.

Show history

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Occurrence in special blocks

Block nameAcademic yearForm of studyStudy language YearWSType of blockBlock owner