The course focuses on the key aspects and skills required for successful negotiation. Its primary focus is on negotiating the settlement of existing disputes (dispute settlement negotiation), as opposed to negotiating new agreements (deal-making negotiation). In addition to the general principles of consensual negotiation, the course covers selected topics such as intercultural communication and the ethical aspects of negotiation. Students are also introduced to alternative dispute resolution (ADR).
Negotiation can be defined as a process of communication in which interdependent parties with differing perceptions, needs or motivations seek to persuade one another. It is an informal process used, among other things, to resolve disputes. For most practising lawyers, in-house counsel and managers, negotiation occupies the majority of their professional time. Although negotiation is considered a soft skill, negotiating skills can be significantly improved through regular, rigorous practice and theoretical preparation.
Active participation in class is an integral part of students’ final assessment.
Last update: Šicnerová Barbora, Mgr. (16.09.2026)
Předmět se zaměřuje na hlavní aspekty a dovednosti, které úspěšné vyjednávání vyžaduje. Primárně se soustředí na vyjednávání smíru vzniklých sporů - tzv. smírčí vyjednávání (dispute settlement negotiation) v kontrastu k tzv. tvůrčímu vyjednávání (deal-making negotiation). Kromě obecných zásad konsensuálního vyjednávání se předmět věnuje také některým vybraným tématům, jako mezikulturní komunikace či etické aspekty negociace, ale studenti jsou také uvedeni do problematiky tzv. ADR (alternativních způsobů řešení sporů).
Vyjednávání můžeme definovat jako proces komunikace za účelem přesvědčení vzájemně závislých stran s odlišným vnímáním, s odlišnými potřebami nebo s odlišnými motivy. Jde o neformální proces používaný mimo jiné pro řešení sporů. Pro většinu advokátů, podnikových právníků i manažerů představuje činnost, se kterou tyto osoby stráví většinu svého profesního času. Ačkoliv je vyjednávání považováno za tzv. měkkou dovednost (soft skill), pravidelným a důkladným tréninkem, jakož i teoretickou přípravou je možné vyjednávací dovednost výrazně zlepšovat.
Aktivní účast na hodinách je neoddělitelnou součástí finálního hodnocení studenta.
Last update: Šicnerová Barbora, Mgr. (20.08.2025)
Course assessment methods and requirements for successful completion, grading scheme -
1.The course is designed to be interactive and requires active student participation and regular preparation for each class. Throughout the semester, students have opportunities to contribute to discussions and take part in exercises. Students may miss up to two classes during the semester.
2.The course assessment comprises:
Preparation for classes and active participation in exercises (up to 8 points);
Participation in the final negotiation simulation (up to 8 points);
Defence of a written essay prepared at home on a predetermined topic. The views expressed in the essay must be supported by reasoned arguments and properly cited sources. Students’ own intellectual contribution will also be assessed (up to 8 points).
3.Students must obtain at least 16 points to pass the course assessment.
4.Students may consult any legislation and other sources when writing their essays.
Last update: Šicnerová Barbora, Mgr. (16.09.2026)
1.The course is designed to be interactive and requires active student participation and regular preparation for each class. Throughout the semester, students have opportunities to contribute to discussions and take part in exercises. Students may miss up to two classes during the semester.
2.The course assessment comprises:
Preparation for classes and active participation in exercises (up to 8 points);
Participation in the final negotiation simulation (up to 8 points);
Defence of a written essay prepared at home on a predetermined topic. The views expressed in the essay must be supported by reasoned arguments and properly cited sources. Students’ own intellectual contribution will also be assessed (up to 8 points).
3.Students must obtain at least 16 points to pass the course assessment.
4.Students may consult any legislation and other sources when writing their essays.
Last update: Šicnerová Barbora, Mgr. (16.09.2026)
Syllabus -
The course Negotiation as Dispute Resolution covers the following topics:
Introduction to ADR
Basic Principles of Negotiation
Conflict and Disputes as Fundamental Elements of Human Interaction
Preparing for Negotiation
ZOPA, BATNA and WATNA
Communication in Negotiation
Positional Bargaining and Consensual Negotiation
Case Study I
Lying in Negotiation: Ethics, Liability and Sanctions
Case Study II
Intercultural Negotiation
Negotiation Simulation
Last update: Šicnerová Barbora, Mgr. (16.09.2026)
The course Negotiation as Dispute Resolution covers the following topics:
Introduction to ADR
Basic Principles of Negotiation
Conflict and Disputes as Fundamental Elements of Human Interaction
Preparing for Negotiation
ZOPA, BATNA and WATNA
Communication in Negotiation
Positional Bargaining and Consensual Negotiation
Case Study I
Lying in Negotiation: Ethics, Liability and Sanctions
Case Study II
Intercultural Negotiation
Negotiation Simulation
Last update: Šicnerová Barbora, Mgr. (16.09.2026)
Learning resources -
Required literature:
1.FISHER, R. - URY, W.: Getting to YES: Negotiating an agreement without giving in, Random House Business Books: New York 1992 (or any other edition of the book).
2.SVATOŠ, M.: Tajemství mediace aneb Řešení sporů od A do Z, Praha: Art Francesco, 2020.
3.Fells, R. Effective Negotiation: From Research to Results, Cambridge University Press, 2009.
4.MNOOKIN, R. H.: Bargaining with the Devil: When to negotiate, when to flight, Simon & Schuster 2011.
Recommended literature:
1.GOLDBERG, S. B. - SANDER, F. E. A. - ROGERS, N., H. - COLE, S. R.: Dispute Resolution: Negotiation, Mediation, and Other Processes, Wolters Kluwer, New York 2007.
2.WHITE, J. J.: Machiavelli and the Bar: Ethical Limitations on Lying in Negotiation, in Am. B. Found. Res. J. 1980 (1980): 926-38.
3.MNOOKIN, R. H. - LAWRENCE E. S. (ed.): Negotiating on Behalf of Others - Advice to Lawyers, Business Executives, Sports Agents, Diplomats, Politicians and Everybody Else, Sage Publications Inc., Thousand Oaks etc. 1999.
Last update: Šicnerová Barbora, Mgr. (16.09.2026)
Required literature:
1.FISHER, R. - URY, W.: Getting to YES: Negotiating an agreement without giving in, Random House Business Books: New York 1992 (or any other edition of the book).
2.SVATOŠ, M.: Tajemství mediace aneb Řešení sporů od A do Z, Praha: Art Francesco, 2020.
3.Fells, R. Effective Negotiation: From Research to Results, Cambridge University Press, 2009.
4.MNOOKIN, R. H.: Bargaining with the Devil: When to negotiate, when to flight, Simon & Schuster 2011.
Recommended literature:
1.GOLDBERG, S. B. - SANDER, F. E. A. - ROGERS, N., H. - COLE, S. R.: Dispute Resolution: Negotiation, Mediation, and Other Processes, Wolters Kluwer, New York 2007.
2.WHITE, J. J.: Machiavelli and the Bar: Ethical Limitations on Lying in Negotiation, in Am. B. Found. Res. J. 1980 (1980): 926-38.
3.MNOOKIN, R. H. - LAWRENCE E. S. (ed.): Negotiating on Behalf of Others - Advice to Lawyers, Business Executives, Sports Agents, Diplomats, Politicians and Everybody Else, Sage Publications Inc., Thousand Oaks etc. 1999.
Last update: Šicnerová Barbora, Mgr. (16.09.2026)
Learning outcomes -
Upon successful completion of the course, students will be able to:
·explain the role of negotiation within ADR and distinguish dispute settlement negotiation from deal-making negotiation;
·analyse a model dispute, identify the parties’ positions and interests, and prepare a negotiation strategy by assessing goals, BATNA, WATNA and the potential ZOPA;
·distinguish positional bargaining from consensual negotiation and justify the choice of approach in a given situation;
·apply communication techniques, including active listening and effective questioning, to clarify interests, address misunderstandings and support constructive negotiation;
·identify ethical issues arising from deception and misleading conduct in negotiation, assess their potential consequences and propose appropriate responses;
·identify cultural factors that may influence negotiation and adapt communication and strategy without relying on cultural stereotypes;
·conduct a simulated settlement negotiation, develop and evaluate settlement options, and assess a proposed agreement against the available alternatives;
·prepare and defend a structured essay on a selected negotiation topic, support arguments with relevant sources and formulate an independent, reasoned position.
Last update: Šicnerová Barbora, Mgr. (16.09.2026)
Upon successful completion of the course, students will be able to:
·explain the role of negotiation within ADR and distinguish dispute settlement negotiation from deal-making negotiation;
·analyse a model dispute, identify the parties’ positions and interests, and prepare a negotiation strategy by assessing goals, BATNA, WATNA and the potential ZOPA;
·distinguish positional bargaining from consensual negotiation and justify the choice of approach in a given situation;
·apply communication techniques, including active listening and effective questioning, to clarify interests, address misunderstandings and support constructive negotiation;
·identify ethical issues arising from deception and misleading conduct in negotiation, assess their potential consequences and propose appropriate responses;
·identify cultural factors that may influence negotiation and adapt communication and strategy without relying on cultural stereotypes;
·conduct a simulated settlement negotiation, develop and evaluate settlement options, and assess a proposed agreement against the available alternatives;
·prepare and defend a structured essay on a selected negotiation topic, support arguments with relevant sources and formulate an independent, reasoned position.
Last update: Šicnerová Barbora, Mgr. (16.09.2026)
Registration requirements -
It is recommended that students complete Civil Procedure I (Občanské právo procesní I.) before enrolling in this course.
Last update: Šicnerová Barbora, Mgr. (16.09.2026)
It is recommended that students complete Civil Procedure I (Občanské právo procesní I.) before enrolling in this course.
