MPV_COMA
Communication
and Managerial
Skills Training
Seminar 11,12
Ing. Daria Kuchařová
Content
I. Test information
II. Negotiation
I. Test information
 Terms:
 Wendsday18.5 17.10, S311
 Monday 23.5. 17.10, S301
I. Test information
 Assessment criteria:
 quantity and quality of theoretical
knowledge, understanding the theory
 ability to apply gained knowledge
 extent of the development of relevant skills
I. Test information
 Lectures
 Seminars
 Two study materials:
 Communication Process. Effective Verbal
Communication
 Basic Communication Skills
 Check syllabus:
https://is.muni.cz/auth/el/1456/jaro2016/MPV_
COMA/index.qwarp
I. Test information
 Grading:
 0-59% not passed
 60-68% E
 69-76% D
 77-84% C
 85-92% B
 93-100% A
II. Negotiation
 https://is.muni.cz/auth/el/1456/jaro2016/
MPV_COMA/index.qwarp
II. Negotiation
 BATNA – Best Alternative To Negotiated
Agreement
 RP – Reservation price
 ZOPA – zone of possible agreement
II. Negotiation
 Anchor effect
 Midpoint effect
II. Negotiation
 The Gas station game
II. Negotiation
 Win-Lose vs. Win-Win
 Value distribution vs. Value creation
II. Negotiation
1. Positioning (win-lose)
2. Discover interests (win-win)
3. Generate options (both)
4. Finalize agreement (both)
II. Negotiation
 The Education service role play
Thank you for attention!