115-0606/01 – Negotiation and Social Manners (VSP)

Gurantor departmentDepartment of ManagementCredits4
Subject guarantorprof. PhDr. Jiří Bláha, CSc.Subject version guarantorprof. PhDr. Jiří Bláha, CSc.
Study levelundergraduate or graduateRequirementChoice-compulsory type B
Study languageCzech
Year of introduction2019/2020Year of cancellation
Intended for the facultiesEKFIntended for study typesFollow-up Master
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 explain importance of business negotiation. 2. To explain importance of social manners. 3. To explain main terminology of business negotiation and social manners. 4. To identify tactics and strategy of business negotiation. 5. To learn fundamentals good manners behaviour.

Teaching methods



The main aim of the lectures is to introduce the discipline of Business Negotiation and Social Manners. The lectures will focus on the key concepts of methods and techniques of negotiations. The key terminology and categories of business negotiations will also be explained. The most important aim of the subject is to promote new development in the area of business negotiation in specific and difficult situations. The goal of the subject is the development of critical thinking in the area of intercultural negotiations. The benefits for students consist in the practical demonstration of good social manners, for example during work meeting, communication with media, etc.

Compulsory literature:

BONOLIEL, Michael. Negotiation excellence: successful deal making. 2nd ed. Singapore: Singapore Management University, 2014. 536 s. ISBN 978-981-4556-94-1. LAWS, Anne. Negotiations. Oxford: Summertown Publishing, 2006. 155 p. ISBN 1-902741-24-2. The art of business negotiation. Boston: Harvard Business School Press, c1991. Harvard business review paperback. 93 p. ISBN 0-87584-288-7.

Recommended literature:

BECKER, Hal. Sales Book. Waraszawa: PWN, 2014. 265 p. ISBN 978-83-01-17758-4. HILTROP, Jean Marie a Sheila UDALL. The essence of negotiation. London: Prentice Hall, 1995. Essence of management series. 169 p. ISBN 0-13-349895-6. WATKINS, Michael. Breakthrough business negotiation: a toolbox for managers. San Francisco: Jossey-Bass, c2002. 290 p. ISBN 0-470-63140-6.

Way of continuous check of knowledge in the course of semester

credit - presentation of tasks, activity on seminar


Other requirements

Fundamental knowledge of management.


Subject has no prerequisities.


Subject has no co-requisities.

Subject syllabus:

1.Introduction the fundamental terminology of business negotiation. 2.The stages of negotiation. 3.Methods and techniques of negotiations. 4.Cooperative negotiations. 5.Negotiations in difficult situations. 6.Intercultural negotiations. 7.Social manners at negotiations.

Conditions for subject completion

Full-time form (validity from: 2019/2020 Winter semester)
Task nameType of taskMax. number of points
(act. for subtasks)
Min. number of points
Credit Credit 85 (85) 60
        Jiný typ úlohy Other task type 85  60
Mandatory attendence parzicipation: Attendance at lectures is recommended. Scope of compulsory attendance at seminars - 80%.

Show history

Occurrence in study plans

Academic yearProgrammeField of studySpec.ZaměřeníFormStudy language Tut. centreYearWSType of duty
2020/2021 (N0413A050014) Economics and Management (S02) Management P Czech Ostrava Choice-compulsory type B study plan
2020/2021 (N0414A050001) Marketing and Business P Czech Ostrava 2 Choice-compulsory type B study plan
2019/2020 (N0413A050014) Economics and Management (S02) Management P Czech Ostrava Choice-compulsory type B study plan

Occurrence in special blocks

Block nameAcademic yearForm of studyStudy language YearWSType of blockBlock owner