The subject addresses the common models and strategies of negotiation, introduces and analyzes the cooperation-based, constructive model of negotiation and the competition-based as well as the hostility-based conflict models of negotiation. It inquires into the most important practical tools for managing the process of negotiation. As the course views negotiations as instances of solving differences in interests or conflicts of interests and not simply as tools to further interests, it puts an emphasis on soft techniques of entwining interests instead of hard techniques of negotiation.

Methodology of teaching

Written and oral communication.

Materials supporting learning

The slides and notes, as well as the current dates are always avaialble in moodle: