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Lecturer(s)
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Kadlec Jaromír, doc. Mgr. Dr.
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Ralet Patrick, Dr.
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Cassiere François, Dr.
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Rochette Corinne, prof.
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Course content
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The structure of a business meeting Various strategies used in negotiation Preparation of a meeting and negotiation in team Negotiation with different types of negoriators
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Learning activities and teaching methods
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Monologic Lecture(Interpretation, Training), Dialogic Lecture (Discussion, Dialog, Brainstorming)
- Preparation for the Exam
- 17 hours per semester
- Attendace
- 13 hours per semester
- Homework for Teaching
- 20 hours per semester
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Learning outcomes
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The objective of the course is to make the students familiar with the business techniques focused on negotiation.
In this course, the students will learn the knowledge and skills in the following scope and they will be able to demonstrate them upon completion of the course during the exam. The students know the theory of negotiation at a business meeting.
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Prerequisites
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Course KRF/FMK1
KRF/FMK1
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Assessment methods and criteria
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Written exam
The condition for a successful completion of this subject is active participation and fulfillment of all requirements set by the teacher.
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Recommended literature
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Ducreux, J.-M. (2011). Le grand livre du marketing: Connaitre pour comprendre, Positionner pour durer, Concevoir pour convaincre, Déployer pour réussir. Paris.
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Kotler, P., Keller, K., Manceau D., Dubois B. (2009). Marketing, management. Paris.
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Pastore-Reiss, E. (2006). Le marketing durable. Paris.
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Sanjaume, A., Caplier, A. (2010). Marketing comportemental. Paris.
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Soulez, S., Halla, S., Himber, T. (2012). Exercices de Marketing : Marketing stratégique, Comportement de l'acheteur et gestion de la relation client Marketing opérationnel.. Paris.
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