Negotiations (optional courses: Conducting business negotiations or Conducting employee negotiations) Field of study: Creative management in new media
Programme code: W8-S2CM20.2022

Optional subject: • Conducting business negotiations • Conducting employee negotiations Course description: Conducting business negotiations The aim of the course is to present knowledge in the field of conducting business negotiations, educating the ability to develop and conduct business negotiations, familiarize students with mechanisms that allow for proper interpretation of communication offers and shaping the behavior and expectations of the parties. The aim is also to acquire the skills and competences of the negotiator at the artist's interface with the media market, commercial, non-profit or public institutions. As part of the course, texts will be developed for the purpose of obtaining offers and partners (subcontractors) for artistic projects, and roles will be played as part of the simulation of problem situations. Students participate in the entire negotiation process, striving to achieve the most favorable options and solutions. As part of the course, students participate in the process of creating a strategy and using a whole range of negotiation techniques to best present their offer and strengths to a potential contractor. Description of the subject: Conducting employee negotiations The theoretical part of the subject serves the purpose of learning the principles of verbal and non-verbal communication as the basis for negotiation, acquiring knowledge about various behaviors in the negotiation process, manipulations and techniques of exerting influence, also towards contractors from other cultures. The nature of the classes is a combination of theoretical and practical knowledge and verification of it through the implementation of real projects and situations that require the use of acquired skills. The subject will cover the following issues: identifying the needs of employees employed in a given company, identifying the needs of potential employees, identifying changes, their pace, directions and reasons in identified needs, segmentation of current and potential employees, creating products to meet specific needs, positioning offered personal products, meeting needs in the best available manner, further research on the degree of satisfying the needs.

Student has to be able to communicate with other people. He should know basics of psychology and law.

M. Argyle, F. Alkema, R. Gilmour: The communication of friendly and hostile attitudes by verbal and non‐verbal signals. [in:] European Journal of Social Psychology, Volume1, Issue3, pp.385-402, 1971. R. Fisher, W. Ury, B. Patton: Getting to Yes: Negotiating Agreement Without Giving In. Penguin Group, USA 1991. A. Leigh, R. Friedman, B. Barry, M. J. Gelfand, Z.X. Zhang: The Dynamics of Consensus Building in Intracultural and Intercultural Negotiations [in:] Administrative Science Quarterly, Volume: 57 issue: 2, pp.269-304, 2012. N. Matos, C. Sierra, N. R. Jennings: Determining successful negotiation strategies: an evolutionary approach. Paris, France 2002.