Communication and Negotiation

The aim of the module is to familiarise the students with basics of effective communication systems and methods of negotiation. Special attention is paid to their advantages and limitations, as well as to the original PIN negotiation method.

Lecturer of the study module

PhDr. Alexandra Fonville, Ph.D.

Annotation

The aim of the module is to teach the students the basics of effective communication systems and negotiation methods. Special attention is paid to their advantages and limitations, as well as to the original original negotiating PIN method.

Sylabus

There is a well-known saying about “impossibility not to communicate with others,” less known, but equally true of Konrad Lorenz: “saying does not mean to hear yet, hearing does not mean to understand yet …” In practice, we can encounter various influences and difficulties,  in the position of the interviewer or the listener, who are distracting in communication. For example, we can mention bringing tensions and emotions into the conversation, expressing aggression, constant praise and compliments, unwillingness to hear something, searching for “one objective truth,” jumping into speech, etc. The different communication systems mentioned will help the students with dealing with these disturbances and difficulties.

Literature

  • VEBER, J.: Management. Základy moderní manažerské přístupy, výkonnost a prosperita. Management Press ISBN 798-80-7261-200-0
  • MLÁDKOVÁ, L., JEDINÁK, P., a kol.: Management. Aleš Čeněk, s.r.o. Plzeň, ISBN 978-80-7380-230-1
  • ROBBINS, S., COULTER, M.: Management. Pearsons. ISBN 978-01-3216-384-2
  • SCHERMERHORN, J. R.: Introduction to management. John Wiley & Sons. ISBN 978-04-7064-624-3
  • MINTZBERG, H.: Managing. Berrett-Koehler Publishers. ISBN 978-15-7675-340-8