Learning outcomes of the curricular unit

Theoretical and practical knowledge of negotiation. At the end of the semester, students should: Know what it is to negotiate and the importance of negotiation in the lawyer's work nowadays; Prepare effectively for a negotiation; Conduct a negotiation in an ethical and advantageous manner for all involved; Identify different ways of negotiating, including their personal approach, and select the most appropriate one according to the context; Understand the decision-making process at the level of a negotiation; Gain cultural sensitivity to the various contexts of a negotiation; Articulate negotiating and decision making; Conduct a negotiation from start to finish.

Syllabus

1. The objectives of the negotiation in the legal framework, ethical considerations. the Glasl scale of conflict management
2. Interests and Needs
3. Forms of negotiation
4. Styles of negotiation
5. Negotiation techniques
6. The Negotiation Process
7. The preparation of a negotiation
8. Information exchange in negotiation
9. Negotiation Strategy
10. The agreement
11 Dealing with difficult situations in negotiation
12. Cultural Aspects of Negotiation