The Art of Negotiations

General Information
Number of Hours: 
Tuesday 15:45 - 17:15
Preliminary requirements: 

Due to the nature of the course there are not any specific requirements to be met before choosing the course. The knowledge of the communication theory, game theory and psychology may be helpful, but is not essential to join the course.

Course Description: 
  1. Negotiations – scientific introduction and the metaphors.
  2. How to learn negotiation – chronological and structural approaches.
  3. Principles of negotiation.
  4. Types of negotiations.
  5. A negotiator – models, roles, characteristics.
  6. Basics of the theory of negotiations. ZOPA, BATNA, PEP, AFE. The structure of negotiation.
  7. Negotiation strategies.
  8. Negotiation tactics.
  9. Negotiation techniques.
  • language in negotiation
  • nonverbal communication
  • choreography of negotiation
  • scenography in negotiation
  • and other aspects – proposed during the course

10.  Preparing the negotiation – models and schemes.

11.  The cultural dimension of negotiation.

Models of analyzing negotiation.

Aims of the course: 

The aim of the course is to provide both the theoretical background for analysis and preparation of negotiation and to train basic negotiation skills. After first introductory classes students are suggested to freely propose the fields and problems to by analyzed during the course, however the instructor’s guidance is delivered. Given the obvious time limits only chosen aspects of negotiation can be trained. However, students are offer relatively full introduction to the discipline, so after the course they are able to develop their skills and techniques independently.

A student obtains the knowledge of the types of the negotiation, categories to analyze negotiation process, characteristics and variables that increase or decrease negotiation effectiveness. In sum, deep understanding of  the nature and dynamics of a negotiation process is the result of the course.

A student is able to prepare and analyze different negotiating situations. Also, a student’s defensive skills (ability to resist negotiation tools as used by adversaries) increases.


A student is able to work in group more effectively. The ability to solve conflicts within organizations and groups is developed. A student is ready to both plan the negotiation process conducted by a team, as well as construct the negotiation team and design the roles of its members.

Teaching methods: 

Lecture and workshops. Students are encouraged to study the recommended literature and discuss and/or question the content of the lecture. Particular detailed elements of the negotiation process are to be exercises during the classes.

Evaluation & Completion: 

At the end of the semester students write a classtest. The classtest is composed of two types of questions. The first one is designed just to test the knowledge of the subject (based on the content of the lectures or the study of the literature) . The second type of questions is designed to test a student’s analytical and planning skills, as well as his/her ability to independently formulate observations and opinions, possibly creative ones.

Basic Literature: 
  1. Albin C. Justice in Negotiations Cambridge: Cambridge University Press, 2001
  2. Kremenyuk, V., (ed.) International Negotiation. Analysis, Approaches, Issues, Jossey-Bass, Harvard, 2002
  3. Lax, D. A., Sebenius, J. K, 3-D Negotiation, Harvard Business School Press, Boston, 2006
  4. Lewicki, R. J., Saunders, D. M., Barry, B., Essentials of Negotiation, New York: McGraw-Hill, 2007
  5. Raiffa H. The Art and Science of Negotiations. How To Resolve Conflicts And Get The Best Out Of Bargaining Cambridge: Harvard University Press, 1982
  6. Watkins M., Rosegrant S., Breakthrough International Negotiation. How Great Negotiators Transformed the World’s Toughest Post-Cold War Conflicts Jossey-Bass, Harvard, 2001
Additional Literature: 

Delivered to the students on the basis of their individual needs.