|
Lecturer(s)
|
-
Kadlec Jaromír, doc. Mgr. Dr.
-
Ralet Patrick, Dr.
-
Cassiere François, Dr.
-
Rochette Corinne, prof.
|
|
Course content
|
Negotiations in difficult and conflict situations Practical training in negotiating more complicated situations Preparing for the chosen negotiations
|
|
Learning activities and teaching methods
|
Monologic Lecture(Interpretation, Training), Dialogic Lecture (Discussion, Dialog, Brainstorming)
- Homework for Teaching
- 20 hours per semester
- Preparation for the Exam
- 18 hours per semester
- Attendace
- 12 hours per semester
|
|
Learning outcomes
|
The course is a continuation of the previous course of negotiation strategies and their reinforcement.
In the course, the students will learn the basic knowledge and skills in the following scope and they will be able to demonstrate them in the exam: The students are able to use the negotiation methods in a business meeting.
|
|
Prerequisites
|
Course KRF/FMK1, 2
KRF/FMK1 and KRF/FMK2
|
|
Assessment methods and criteria
|
Written exam
Active participation in class; to meet the requirements of the credit test.
|
|
Recommended literature
|
-
Ducreux, J.-M. (2011). Le grand livre du marketing: Connaitre pour comprendre, Positionner pour durer, Concevoir pour convaincre, Déployer pour réussir. Paris.
-
Kotler, P., Keller, K., Manceau D., Dubois B. (2009). Marketing, management. Paris.
-
Pastore-Reiss, E. (2006). Le marketing durable. Paris.
-
Sanjaume, A., Caplier, A. (2010). Marketing comportemental. Paris.
-
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.
|