Invitation to cooperation
Concerning implementing the project "Integrated Program for the Development of the Czestochowa University of Technology" POWR.03.05.00-00-Z008/18, we invite you to submit an offer to prepare and conduct lectures for students of the Faculty of Management of the Czestochowa University of Technology.
The lecturer's task will be to prepare and conduct a 30-hour lecture in English (30x45 minutes) in the field of "Negotiations in Supply Chain Management", for students of Logistics field, 2nd degree, 3rd semester, in the summer semester of the academic year 2021/2022.
The minimum substantive scope of a 30-hour lecture should cover the following issues:
| WEEK |
SUBJECT |
| 1 | Setting the scene in Supply Chain Management - The Agenda, The Negotiator, Overview of Negotiation Process, The Evaluation Phase. |
| 2 | The basics of negotiation in Supply Chain Management – interests and positions, perspectives of negotiation, the zero-sum approach, positive-sum outcome dimension, |
| 3 | Choosing the right strategy in Supply Chain Management – How to select appropriate strategy, Different negotiation strategies for different scenarios, Power relations over time, Strategy on facts and reality |
| 4 | Managing the negotiation process in Supply Chain Management – Negotiating at the table, Establishing rapport through small talk, Exploring and discussing interests, Creating value, claiming and distributing value, Avoiding price tunnel. |
| 5 | Communicating at the table in Supply Chain Management – Uniformity in encoding and decoding of information, Questioning skills, Listening skills, influencing others- building agreements, body language, Dos and don’ts in communication during negotiation. |
| 6 | The intercultural dimension at the table inSupply Chain Management – Complexity driver #1, What culture is and why it matters, Culture is learned, not inherited, How negotiators see others, Cultural differences are relative, Stereotyping, Culture is not static, but nearly so, culture specific preparations for culture meetings, Power distance. |
| 7 | Culture and Integrative Deals in Supply Chain Management - Three criteria for good deals versus bad deals, Transaction costs of negotiating and relationship building, Long-term realization of anticipated gains, The link between net value deals and long-term gains, Cartoon: A simulation for studying deal-making negotiation behavior. |
| 8 | Executing Negotiation Strategy in Supply Chain Management - Participants, data collection, and coding strategies, Integrative strategies, time, and joint gains, The questioning strategy—Direct information, The offer strategy—Indirect information, Posturing strategy, Persuasion strategy, Strategy for high-context negotiators, Strategy for low-context negotiators, Strategy for mixed-context negotiators, Using stages of negotiation to judge progress |
| 9 | The role of personality at the table in Supply Chain Management– Complexity driver #2, The dangers of blind spots, The dangers of crude categorizations, Personality types, |
| 10 | Cognitive biases at the table in Supply Chain Management - Complexity driver #3, The endowment effect, The anchoring effect, The status quo bias, The sunk-cost effect, The overconfidence flaw, The mental accounting bias, The herding instinct, The confirmation bias, The argument from Authority, |
| 11 | The importance of trust and ethical behavior in Supply Chain Management - Complexity driver #3, Trust and its origins, Different kinds if mistrust, Risky to trust – and Risky not to trust, Unethical negotiator behavior, Common examples of unethical behavior – tricks, stunts, and ploys, Good cop bad cop, Anchoring, Framing, How to counter and tackle unethical behavior, |
| 12 | Resolving Disputes in Supply Chain Management - How Disputes Arise and Escalate, Interests, rights, and power: Three approaches to resolving disputes, Integrative agreements for resolving disputes, Determining right and wrong, Using rights in different cultures, Using power to win and lose, Claims not worth pursuing, Cultural preferences for direct or indirect confrontation, When to use interests, Using power strategically, Excellent dispute resolvers. |
| 13 | Third Parties and Dispute Resolution in Supply Chain Management - Third parties with authority to resolve disputes, How to choose an arbitrator, Arbitrators and culture, Third parties without authority to resolve disputes, Mediation resolves disputes, How mediators get disputants to settle, How to find a mediator, Culture and third-party roles in disputes, Respect, neutrality, and control over process and outcome, Effective dispute resolution in a third-party context. |
| 14 | Negotiating Decisions and Managing Conflict in Multicultural Teams in International Supply Chain Management - Three types of conflict in multicultural teams, Three approaches to neutralizing procedural conflict, Negotiating to resolve task conflict, Integrative negotiation in teams: A collaboration model for making decisions in multicultural teams, Preventing gratuitous and unnecessary interpersonal conflict, Effective Multicultural teams, Requirements for effective multicultural teams |
| 15 |
Government At and Around the Table in Supply Chain Management - Government interests in foreign investment, Governments are concerned about personal enrichment, Identifying governments’ vulnerabilities and interests, Foreign investor interests, risks, and hedges, Keeping your employees safe in global assignments, Some advice about negotiating with hostage takers, The ugly side of free trade. |
Requirements:
- doctoral degree or higher
- significant achievements in scientific work, which include a high Hirsch index of papers published in journals, included in the Journal Citation Reports and Scopus indexing
- employment for at least three years at a university outside of Poland as an academic teacher
- having at least three years of experience in conducting didactic classes in the field of management, business, supply chain management and logistics at universities outside of Poland
- having at least three years of experience in conducting research and scientific activities and participation in scientific conferences in the field of logistics, business and management
- having experience in the field of international cooperation as part of conducted foreign lectures, other forms of didactic, research or international didactic and scientific projects which include scientific reviews works, journals edition works, etc. in business, management and logistics fields
- English language skills at least at the C1-Advanced level
Terms of employment - payable in PLN.
Working hours - 30 hours x 45 minutes.
The lecture will be held in the e-learning form.
The expert is obliged to complete the task in person.
Implementation deadline: summer semester of the academic year 2021/2022 (21.02.2022 - 10.06.2022).
Selection criteria: price per hour 70%, experience 30% (for 3-year experience - 0 points, for each subsequent year 10 points, up to 10 years. Over 10 years 100 points).
Offer (attachment 1), RODO (attachment 2), and scientific CV should be submitted electronically to the following e-mail address: zpr@pcz.pl
The deadline for submitting offers is 21.01.2022.
Politechnika Częstochowska uczelnią dostępną.
