MPH_POCF The Psychology of Business

Faculty of Economics and Administration
Autumn 2018
Extent and Intensity
0/2/0. 4 credit(s). Type of Completion: k (colloquium).
Teacher(s)
Ing. Mgr. Igor Ingršt, Ph.D. (seminar tutor)
Guaranteed by
doc. Ing. Mgr. Jakub Procházka, Ph.D.
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: Fri 5. 10. 10:00–13:50 S305, Fri 12. 10. 10:00–13:50 S305, Fri 16. 11. 10:00–13:50 S305, Fri 30. 11. 10:00–13:50 S305, Fri 7. 12. 10:00–13:50 S305, Fri 14. 12. 10:00–13:50 S305, I. Ingršt
MPH_POCF/02: Fri 5. 10. 14:00–17:50 S305, Fri 12. 10. 14:00–17:50 S305, Fri 16. 11. 14:00–17:50 S305, Fri 30. 11. 14:00–17:50 S305, Fri 7. 12. 14:00–17:50 S305, Fri 14. 12. 14:00–17:50 S305, I. Ingršt
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 30 student(s).
Current registration and enrolment status: enrolled: 0/30, only registered: 0/30, only registered with preference (fields directly associated with the programme): 0/30
fields of study / plans the course is directly associated with
Course objectives
Students will acquire sales and buying skills. The course will help them to be successful in business negotiations.
Learning outcomes
Students will be able to:
- describe the rules and principles of business negotiations;
- apply negotiation strategies and principles in practice;
- recognize strengths and weaknesses of business partners.
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 buyer (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
Study Materials
The course is taught annually.
The course is also listed under the following terms Autumn 2009, Autumn 2010, Autumn 2011, Autumn 2012, Autumn 2013, Autumn 2014, Autumn 2015, Autumn 2016, Autumn 2017.
  • Enrolment Statistics (recent)
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