ESF:MPH_POCF The Psychology of Business - Course Information

MPH_POCF The Psychology of Business

Extent and Intensity

0/2/0. 4 credit(s). Type of Completion: k (colloquium).

Teacher(s)

Ing. Mgr. Igor Ingršt, Ph.D. (seminar tutor)
Mgr. Ing. Viktor Kulhavý, Ph.D., MSLS (assistant)

Guaranteed by

doc. PhDr. Božena Šmajsová Buchtová, CSc.
Department of Business Management – Faculty of Economics and Administration
Contact Person: Vlasta Radová
Supplier department: Department of Business Management – Faculty of Economics and Administration

Timetable of Seminar Groups

MPH_POCF/01: each odd Tuesday 16:20–17:55 P104, I. Ingršt
MPH_POCF/02: each odd Tuesday 10:15–11:50 S301, I. Ingršt
MPH_POCF/03: each odd Tuesday 8:30–10:05 S301, I. Ingršt

Prerequisites (in Czech)

! PHPVOC Psychology of Trade

Course Enrolment Limitations

The course is also offered to the students of the fields other than those the course is directly associated with.
The capacity limit for the course is 40 student(s).
Current registration and enrolment status: enrolled: 0/40, only registered: 0/40, only registered with preference (fields directly associated with the programme): 0/40

fields of study / plans the course is directly associated with

• Business Management (programme ESF, M-EKM)
• Business Management (programme ESF, N-EKM)

Course objectives

Goals of the subject - to acquire sales and buying skills in practical model situations - to understand the rules and principles of business negotiations - to use theoretical business knowledge and to apply it in practice - to learn to find strengths and weaknesses in your presentations and in presentations of your colleagues, and to give feedback - to get the students as close as possible to the real business world - doing business should be amusing :-)

Syllabus

• 1)Introduction to the course. Setting individual and joint targets. Getting to know each other and setting the rules of conduct for participants. Preparation of the tasks for model situations. Why are we learning business negotiating, for business only? Model situations and feedback. 2) Preparation for negotiations. SMART Goals. BATNA. Communication cross. Ice breaking. Open questions. Tactics. Why are we negotiating? Tools of a sales people. What to avoid? Model situations and feedback. 3) Stages of business conversation. To ask for business. Features tell - benefits sell. To hear x to listen x to understand x to agree. Active listening. Attitudes x interests. Position x interest negotiations. Self-presentation. Win-win. Silence. Conflict. Why the partner collaborates exactly with us? Model situations and feedback. 4) Objections - true x false. Recognitions and techniques of their handling. Model situations and feedback. 5) Key points of the work of a buers (selection of a supplier, work with the supplier, negotiation of conditions, manufacture, quality checks, complaints) Key points of the work of a dealer (gaining a new customer, maintaining relationship, making an offer, handling of questions and objections, how to make a deal?, how to make the most of it? - in the long term) Model situations and feedback. 6) Final seminar

Literature

required literature
• KORDA, Philippe. Zlatá pravidla obchodního vyjednávání : jak obhájit své ceny a marže a stát se mistrem ve vyjednávání. 4. francouzské vyd., 1. če. Praha: Grada Publishing, 2011, 202 s. ISBN 9788024737522. info
• ŠMAJSOVÁ BUCHTOVÁ, Božena and Viktor KULHAVÝ. Psychologie v obchodní činnosti firmy. (Psychology of business.). Brno. Brno: Masarykova univerzita, 2006, 101 pp. I. ISBN 80-210-4061-0. info

recommended literature
• ŠMAJSOVÁ BUCHTOVÁ, Božena and Jiří POKORNÝ. Podnikání a kulturní odlišnosti (Business and cultural differencies). Brno: ESF MU, 2004, 247 pp. skripta. ISBN 80-210-3490-4. info

Teaching methods

The course is divided into six 4-hour blocks. At the beginning of every seminar students are familiarized with the theoretical basics, which are then trained in short (10-15 minutes) practical business conversations between students. Then the students and the instructor give feedback to colleagues The students inspire mutually and everybody tries to improve his/her weaknesses. First of all, we try to model real situations from practice which will enable students to start working in the real business world fast and easily

Assessment methods

To achieve 60 % of points in the continuous assessment and to pass the final seminar successfully. The participation in the seminars is obligatory. Any copying, recording or leaking tests, use of unauthorized tools, aids and communication devices, or other disruptions of objectivity of exams (credit tests) will be considered non-compliance with the conditions for course completion as well as a severe violation of the study rules. Consequently, the teacher will finish the exam (credit test) by awarding grade "F" in the Information System, and the Dean will initiate disciplinary proceedings that may result in study termination.

Language of instruction

Czech

Further comments (probably available only in Czech)

Study Materials
The course is taught annually.
General note: Nezapisují si studenti, kteří absolvovali předmět PHPVOC.
Information on the extent and intensity of the course: 4 hodiny jedenkrát za 14 dní.

Information about innovation of course.

This course has been innovated under the project "Inovace studia ekonomických disciplín v souladu s požadavky znalostní ekonomiky (CZ.1.07/2.2.00/28.0227)" which is cofinanced by the European Social Fond and the national budget of the Czech Republic.

• Enrolment Statistics (Autumn 2014, recent)
  
• Permalink: https://is.muni.cz/course/econ/autumn2014/MPH_POCF