Teorija in praksa pogajanj

Študijski program in stopnja Študijska smer Letnik Semester
Alternativno reševanje sporov, 2. stopnja  – magisterij Pravo, Družbene vede 1 1

Vrsta predmeta

Obvezni

Predavanja Seminar Vaje Klinične vaje Druge obl. študija Samost. delo ECTS
30 10 110 6

Nosilec predmeta

prof. dr. Barney JORDAAN

Predavanja

Prof. dr. Barney JORDAAN, dr. Tanja Pia METELKO, Gordana RISTIN, Prof. dr. Hendrik KOTZE

Vaje

dr. Tanja Pia METELKO, mag. Rudi TAVČAR

Jezik

Slovenščina

Pogoji za vključitev v delo oz. za opravljanje študijskih obveznosti:

Vpis v prvi letnik.

Vsebina

  1. Anatomija pogajanj v današnji dobi.
  2. Namen pogajanj.
  3. Opredelitev in temeljna načela pogajanj.
  4. Pogajalski okvir, interval in pogajalska moč.
  5. Priprava na pogajanja.
  6. Pogajalske strategije in tehnike.
  7. Pogajalske taktike in metode.
  8. Ločitev ljudi in odnosov od problema.
  9. Usmerjenost na interese in ne na pozicije.
  10. Kreairanje opcij, ki so v interesu vseh strani.
  11. Uporaba objektivnih meril.
  12. Komunikacija v pogajanjih.
  13. Pogajalski proces in posamezne faze pogajanj.
  14. Zaključek pogajanj.
  15. Napake in zastoji v pogajanjih in kako jih preseči.
  16. Kako ravnamo s čustvi v pogajanjih.
  17. Posebnosti pogajanj z več strankami.
  18. Biti dober pogajalec.
  19. Kako reči »ne« in še vedno doseči »da«
  20. Etika in poštenost pri pogajanjih.
  21. Psihologija pogajanj.
  22. Kultura in pogajanja.

Temeljna literatura in viri

Obvezna literatura:

  • Betetto, N., in drugi. (2011). Mediacija v teoriji in praksi: veliki priročnik o mediaciji. Ljubljana: Društvo mediatorjev Slovenije. (izbrana poglavja)
  • Ury, W. (1991). Getting to Yes. Negotiating Agreement Without Giving In. London: Penguin books. (izbrana poglavja)

Priporočena literatura:

  • Ury, W. (2008). The power of a positive no: How to say no & still get ot yes. London: Mobius. (izbrana poglavja)
  • Ury, W. (1992). Getting past no: Negotiating with difficult people. London: Random House Business Books. (izbrana poglavja)
  • Tavčar, R. (2007). Psihologija pogajanj. Kako doseči, kar želite, in ohraniti odnos. Ljubljana: Planet GV.

Cilji in kompetence

Pri predmetu se zasledujejo naslednji cilji:

  • razumevanje teoretičnega koncepta mediacije kot metode upravljanja konfliktov in razreševanja sporov med uporabniki
  • prepoznavanje uporabnosti različnih zvrsti mediacije na posameznih področjih
  • poznavanje in razumevanje predpisov EU s področja mediacije
  • poznavanje in razumevanje temeljnih nacionalnihzakonskih aktov s področja mediacije
  • temeljno poznavanje razvoja osebnosti
  • temeljno poznavanje in osnovno uporabljanje mediacijskega procesa
  • prepoznavanje in posledično razvijanje novih veščin konstruktivnega in dogovornega reševanja konfliktov in sporov v lastnem življenju

Predvideni študijski rezultati

Znanje in razumevanje:

  • študent-ka pridobi osnovno znanje o konceptu, teoretičnih izhodiščih in temeljnih načelih pogajanj
  • spozna, na katerih področjih se pogajanja lahko uporablja, in je sposoben prepoznati konkretne primere, kjer se lahko uporablja proces pogajanj
  • spozna in razume ter zna uporabljati proces pogajanj, tako kot vodja pogajanj, kot tudi kot pogajalec
  • študent-ka zna uporabiti pridobljena znanja in spretnosti pri neposrednem delu z uporabniki
  • študent-ka osvoji vodenje pogajanj v enostavnih zadevah
  • obvlada veščino ohranjanja profesionalne in osebne avtonomije v medsebojnih odnosih.

Metode poučevanja in učenja

Učne oblike:

  • frontalna oblika poučevanja

Učne metode:

  • diskusije
  • vaje z igro vlog – vodenje procesa pogajanj
  • vaje z igro vlog – biti pogajalec
  • snemanje s kamero in analiza

Načini ocenjevanja

Način Delež (v %)
Pisni izpit 50%
Ustni del v obliki igre vlog vodenja pogajanj in veščine biti dober pogajalec 50%

Reference nosilca

  • 1981 – 1982: completed articles and admitted as attorney
  • 1983 – 1990: senior lecturer in law, Stellenbosch University and at University of Stellenbosch Business School (USB)
  • 1991 – March 1997: professor of law, Stellenbosch University
  • April 1997 – present:
    • Director and co-founder of a national consulting and training firm, specializing in conflict, negotiation and consensus-building;
    • Director of a number of other companies;
    • Appointed extraordinary professor at University of Stellenbosch Business School (USB) in 1997. Teaching areas include negotiation and mediation at MBA and executive education level
    • Visiting professor at the University of Cape Town Graduate School of Business since 1998. Teaching area: negotiation
    • Faculty member: USB-Executive Education Ltd
    • Faculty member: UCT GSB Executive Education
    • February 2008: I established the Africa Centre for Dispute Settlement (ACDS) at the USB and currently also serve as its head (www.usb.ac.za/disputesettlement). Its key purpose is to promote consensus-based dispute resolution at all levels, including civil and commercial disputes; resources and environmental disputes; community conflict; etc. The Centre has received international recognition, including being certified by the IMI as the only Qualifying Assessment Programme in Africa for the certification of advanced mediators

Current professional associations:

  • Accredited mediator: Africa Centre for Dispute Settlement; ADR Group (UK)
  • Certified as mediator of international standing with the International Mediation Institute (IMI)
  • Member of International Industrial Relations Association
  • Member, SA Society for Labour Law

Experience in dispute resolution

  • Trained as Independent Mediation Services of SA mediator 1987 and as arbitrator in 1989 and practicing as mediator and arbitrator ever since
  • Part-time senior commissioner at the Commission for Conciliation Mediation and Arbitrator (CCMA) and several industry bargaining councils between 1996 and 1999. I co-trained the first commissioners of the CCMA in 1995
  • Trained as civil and commercial mediator in 2008 by ADR Group (UK)
  • IMI certification achieved in 2010 on basis of experience and user feedback
  • At the ACDS, I co-train on the mediation programme with overseas partners, leading to international accreditation of successful trainees.
  • Founding member of the Association of Universities for the promotion of mediation as an academic discipline (AUPMAD) based in Utrecht, Netherlands
  • Board member of the African Mediation Association (AfMA)
  • External consultant to the World Bank Group’s Office for Mediation Services, responsible for Southern Africa

Publications

  • Books and book chapters published
    • Contributing author, Robertson (ed.) South African Human Rights and Labour Law Yearbook (1991, Oxford University Press).
    • Co-author, Rycroft & Jordaan A Guide to SA Labour Law (1990, 1992, Juta & Co.).
    • Contributing author, Du Plessis (ed.) Applied Business Economics (1987, 1992, HAUM).
    • Co-author, Labour Court Digest (Juta & Co).
    • Co-author, Jordaan & Rycroft Handleiding tot die SA Arbeidsreg (1994, Juta & Co.).
    • Co-author, Du Plessis et al. A Practical Guide to Labour Law (1994, Digma).
    • “The contract of employment”, in Thompson & Benjamin, SA Labour Law (1995, Juta & Co.).
    • “Employment relationships”, in Zimmerman & Visser Southern Cross (1996, Butterworths).
    • “Employment law”, in Basson & Loubser Sports Law (2001, Butterworths).
    • Jordaan & Stelzner, What You Must Know About Labour Arbitration (2004, SiberInk)
    • Jordaan, Kantor & Bosch, What You Must Know About Labour Arbitration (2011, revised edition, Siberink)
    • B Jordaan, ‘Culture and mediation teaching: a perspective from South Africa’ in Schonewille (ed) Mastering Mediation Education (2013, Kluwer)
  • Journal articles published
    • “Influx control and the contract of employment” (1984) 5 ILJ 61.
    • “Status and organization of industrial courts” (1987) 8 ILJ 199 (with D Davis).
    • “Industrial pluralism and the approach of the industrial Court” (1989) 10 ILJ 79.
    • “The law of contract and the individual employment relationship” (1990) Acta Juridica 73.
    • “Management prerogative and industrial democracy” (1991) 11 IRJSA 1.
    • “Reinstatement as a remedy for unfair dismissal” (1990) 2 SA Merc LJ 207.
    • “Transfer, closure and insolvency” (1991) 12 ILJ 935.
    • “Selective re-employment revisited” (1991) 12 ILJ 1192.
    • “Fair play from pension funds” (1992) 8 Employment Law (3) 53-55.
    • “The struggle continues for BTR Sarmcol” (1992) 9 Employment Law (1) 17-19.
    • “Probing pension funds: Archibald v Bankorp” (1993) 9 Employment Law (4) 85-87.
    • “Locatio conductio operarum” in Visser & Zimmerman, History of SA Law (1996).
    • “South Africa and the ILO: Towards a new relationship?” (1993/4) South African Yearbook of International Law 65 (with G Erasmus).
    • “The new constitution and labour law” (1994) (4)1 Labour Law News and Court Reports 1.
    • “The relevance of ILO standards for South African labour law” Labour Law News and Court Reports 1.
    • “The right to organise and bargain collectively” (1994) (4)2 Labour Law News and Court Reports 1.
    • “Take it or leave it” (1995) Employment Law (4) 61.
    • “Unfair dismissal under the Bill” (1995) Employment Law (4) 87.
    • “National Union of Metalworkers v Henred Fruehauf Trailers” (1995) 16 ILJ 249.
    • “A new organizing theme for labour law” in KaluIa & Woolfrey The New Labour Market (Published by Labour Law Unit, UK).
    • “A stake but no chips” (1994) Employment Law (6) 126.
    • “A look at the lock-out: the constitutional debate” (1996) (5) 5 Labour Law News and Court Reports 1.
    • “Non-standard forms of employment” (1996) (5) 8 Labour Law News and Court Reports 1.
    • “Disclosure of information in terms of the LRA” (1996) (5) 2 Labour Law News and Court Reports.
    • “The duty to bargain under the new LRA” (1995) (4) 8 Labour Law News and Court Reports 1.
    • “Unilateral action under the current and new LRA” (1995) (5) 1 Labour Law News and Court Reports.
    • “Hybrid ADR process in South Africa” New York Dispute Resolution Lawyer, Spring (2009).
    • “When grandpa is also the CEO – Resolving Differences in Family-owned Businesses” IFC Global Governance Forum, Private Sector Opinion issues 28, September 2012

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