115-0404/01 – Commercial Dealing (OBJ)
Gurantor department | Department of Management | Credits | 3 |
Subject guarantor | prof. PhDr. Jiří Bláha, CSc. | Subject version guarantor | prof. PhDr. Jiří Bláha, CSc. |
Study level | undergraduate or graduate | Requirement | Choice-compulsory |
Year | 1 | Semester | summer |
| | Study language | Czech |
Year of introduction | 2008/2009 | Year of cancellation | 2009/2010 |
Intended for the faculties | EKF | Intended for study types | Follow-up Master |
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.copmmercial 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:
Additional study materials
Way of continuous check of knowledge in the course of semester
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
Occurrence in study plans
Occurrence in special blocks
Assessment of instruction
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