Předmět Negotiation for Lawyers: Practice and Theory (MVV177K)

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Materiál	Typ	Datum	Počet stažení

Cíl

This course is an introductory skill-building course in negotiation. Its participants will learn to improve their own negotiation skills, helping them to act consciously and skillfully in tough situations. Negotiation theories, which draw from psychology, mathematics, legal studies, business administration and more, will be translated in this course into practicalities. We will learn and practice techniques designed to help us negotiate successfully despite the other party’s lack of skill, trust or good intentions, and to help ourselves manage situations in which we ourselves are parties to conflict in a beneficial manner.

Osnova

Unit # 1Topics Covered:• Course Intro• Levels of interaction: from interpersonal to international• Negotiation Definition and Basics• The Prisoners’ Dilemma and other real-life social dilemmasSimulation-Games: “Pasta Wars”Reading Material: Negotiation: The Big Picture (Thompson 1-12)Unit # 2Topics Covered:• Personal negotiation styleSimulation-Game: Silence of the DogsReading Material: Strategic Thinking (Pruitt, Rubin Kim 27-46) Optional: Social Dilemmas and Other Noncooperative Games (Thompson 213-227)Unit # 3Topics Covered:• Strategies for Dealing with conflict• Integrative and Distributive Elements of NegotiationSimulation-Game: “Ugli Orange”Reading Material: Integrative Negotiation (Thompson 55-67. Other pages of chapter: optional) Optional: Emotional Hijacking (Goleman, Chapter 2)Unit # 4Topics Covered:• 10 Elements Model of NegotiationSimulation-Game: “The Darna Checkpoint”Reading Material: Positions & Interests (Fisher, Ury & Patton 3-7, 40-55) Role instructions for 'EarthWars' simulation game.Unit # 5Topics Covered:• 10 Elements Model of Negotiation – cont'd• Communication Tools in Negotiation and Dispute ResolutionSimulation-Game: “EarthWars”Reading Material: Don’t Reject – Reframe (Ury 76-104) Role instructions for 'MultiPlast and Gordi ' simulation game.Unit # 6Topics Covered:• Communication Tools in Negotiation and Dispute Resolution (continued)• Course summarySimulation-Game: “MultiPlast and Gordi”Final Quiz: 90 minutes. 10 questions: 5 multiple choice questions, 5 short answer questions. Based on the readings, the Coursebook, and class discussions.

Literatura

See Teacher’s Information for full details

Garant

JUDr. Kateřina Šimáčková, Ph.D.

Vyučující

JUDr. Kateřina Šimáčková, Ph.D.