Program

Celem zajęć będzie zapoznanie słuchaczy z podstawowymi zmiennymi psychologicznymi i pokazanie działania tych zmiennych w rzeczywistych sytuacjach. Zajęcia będą realizowane z wykorzystaniem studiów przypadków. Słuchacze będą analizowali funkcjonowanie osób opisanych w przypadkach wykorzystując przy tym prezentowane w czasie zajęć prawidłowości psychologiczne.

Tematyka zajęć:

• Potrzeby człowieka, możliwości i sposoby ich zaspokojenia; utrudnienia w realizacji potrzeb - frustracja i mechanizmy obronne.
• Procesy poznawcze (spostrzeganie, myślenie, pamięć), podstawowe prawidłowości i zakłócenia ich przebiegu.
• Procesy emocjonalno-motywacyjne i ich wpływ na procesy poznawcze i zachowanie (zmiany przebiegu procesów poznawczych i zachowania powstałe w wyniku działania emocji i motywacji).
• Mechanizmy uczenia się (warunkowanie, nabywanie wiedzy); czynniki wspomagające uczenie się.

The aim is for the students to develop skills in (and the habit of) analysing their own communication actions in terms of the effectiveness or lack thereof.

Issues to be covered:

• Basic concepts in communication theory. Individual and mass, verbal and non-verbal communication, informative and persuasive messages. The concepts of communication and persuasion. A simplified model of human communication.
• Naive forms of manipulation: pressure, blackmail and lies. Explicit and implicit communication goals. The concept of pressure. The structure of blackmail and its types: wielding fear and bad conscience. Conditions for blackmail to be effective. Defence against pressure and blackmail. A typology of lies and their symptoms.
• The twofold nature of communication processes. Argument and persuasion. The role of peripheral factors. The structure of the persuasion process. The EML model, its empirical basis and applications.
• The psychological factors in persuasion and advanced manipulation techniques. Mutuality mechanisms, consistency, social adaptation, liking, authority, unavailability and related techniques of social impact.
• Non-verbal communication. A NVC (non-verbal communication) typology. Non-verbal signal interpretation errors. Domination and subjection signals, signals of positive and negative attitude of the recipient to the sender. The compatibility of signals across communication channels. Practical NVC applications.
• Communication manipulations in practice: interrogating suspects. Communication means, verbal and non-verbal, used in order to persuade a suspect to plead guilty. Signals of guilt and innocence.

The classes will be held in the form of active lectures, that is they will include elements of exercise, since correctness of thinking requires some degree of technical skill.

Issues to be covered:

• The message structure. A hierarchy of expressions. Sentences and names. Functional interdependencies in verbal messages. Functor, argument, functor categories. Verifying the structural correctness of a verbal message, the concept of ambiguity. Practical exercises.
• An assessment of the correctness of reasoning. Schematic informal expressions. Classic sentence calculus. Premises and conclusions. The concept of logical results and the infallible reasoning principle. Veryfying the correctness thought. Practical exercises.
• Quantifier schemes and reasoning of superior rank. Classic predicate calculus. Practical exercises.
• Correct interpretation of expressions. Literal meaning of messages.. Communication as reading intentions rather than meaning. Non-literal meaning: innuendo, irony and metaphor. The impact of the context on the message meaning.
• Conversational conclusion making. Dialogue rationale and the co-operation principle. Grice?s conversation principles. Using Grice?s principles and calculating non-literal content. Practical exercises.
• Informal argumentation and its typical flaws. Argument structure, serial and parallel argumentation, weak and strong argument. Verbal disputes. Types of mistaken arguments, unfair polemical tricks: ad personam, ad auditores, petitio principii, inclined plane etc. Practical analysis of specific arguments.

The aim of the course is to familiarise the participants with basic issues in the psychology of evaluation making and risk taking. Particular emphasis will be placed on errors which distort rational risk perception. The participants will be also able to diagnose their own risk preferences. The course format includes lectures, exercises and individual diagnoses.

Issues to be covered:

• Racjonalne kryteria oceny ryzyka i obszary ich stosowania.
• Rational risk assessment criteria and their areas of application.
• Rationality paradoxes in the context of risk assessment.
• The psychology of estimating probability. Errors in opportunity assessment.
• Analysis of recommendations related to the correct formulation of a risky notion.
• Descriptive models of risk and choice assessment in risky circumstances.
• The theory of perspective and its consequences. Variability of risk-related preferences.
• Mental book-keeping and its significance for choices made in risky conditions.
• The qualitative criteria of natural and financial risk assessment.
• Emotions in the making of risky choices.
• Individual differences in assessment making and risk taking.
• Risk taking by managers and investors: an overview of research results, analysis of these and their practical implications.

Aims: Learning the methods and preparatory tools for negotiations. Learning and practising negotiating skills. Understanding the foundations of successful negotiations with a company's outside partners. Learning basic negotiation strategies and tactics. The theory of negotiations is presented using simulations which the participants enact during the course.

Issues to be covered:

• Establishing negotiations
• Successful negotiations
• Preparation for negotiations:
  • Interests
  • BATNA (best alternative to negotiated agreement)
  • Issues
  • Criteria
  • Suggestions
  • Commitments
  • Communications
• Principles for holding negotiations
• Elements of persuasion
• Concessions in negotiations
• Promises and threats
• Crafty negotiation tactics
• Ethics in negotiations

The main aim of the course is to familiarise the participants with how the human brain operates while purchasing goods and services, and in particular, what the consumers feel prior to a visit to a shop and what happens in their brains when choices must be made.

Issues to be covered:

• The way of influencing the consumer through advertising. How consumers receive such information and how their attitudes are shaped regarding the products and services on offer. Also discussed will be the emotional and rational aspects of advertising perception, that is:
  
  • automatic and reflective information processing,
  • the neurophysiologic basis for liking specific products.
• Market segmentation, the most reasonable basis for identifying groups of consumers with clearly specified needs.
• Issues in trademarks - the implications for strategies of trademark expansion and violations of trademark registration regulations.
• Various categories of consumer choices: reflective, repeatable (based on brand loyalty) and unplanned.
• The significance of price and consumer response to it - a high product price is generally a factor discouraging from purchase, yet the relation between the price and the decision to buy is much more complex.

The aim of the course is to familiarise the participants with basic knowledge of the ways in which the decision-making (personal, consumer, political and other) process operates, how information is collected and used in this process, how an evaluation is made and what the selection principles are. There is a long list of cognitive and motivational distortions in human assessment and decision making. A knowledge of those helps to a certain extent to take precautions against them.

Issues to be covered:

• The course of the decision making process.
• Transferring assessments across tasks.
• The significance of emotional factors.
• The significance of social factors: conformity.
• The sunk effect costs.
• Distorting one's beliefs under the influence of needs and adapting one's needs to one's beliefs.
• How various distortions in assessment and decision making may have important consequences in both the individual and social scales.

How to use the findings of cognitive psychology in order to invest effectively in financial markets.

Issues to be covered:

• Market effectiveness: true or fiction ?
• Anomalies in effectiveness,
• Investor preferences,
• Investor opinions,
• The gamber's fallacy and not taking due account of regression towards mean values (negative and positive recency effects) as key mistakes in investment decisions.

The course in assertiveness aims to provide the participants with a chance to analyse their own attitudes, familiarising them with basic techniques of assertive behaviour and practising a selection of these. The aim of the course is to familiarise the participants with basic principles of assertive behaviour, diagnose the participants' assertiveness level, familiarise the participants with various techniques of assertive behaviour and practising them.

Issues to be covered:

• Introduction to assertiveness:
  • Differentiating between assertiveness and aggression and submissiveness,
  • Characteristics of the assertive attitude,
  • Diagnosing the level of assertiveness.
• Assertive behaviour techniques:
  • The ability to refuse,
  • Constructive expression of one's opinion,
  • Assertive reaction to criticism and objections.
• Assertiveness in professional life:
  • In what situations is assertiveness helpful in one's professional life?
  • Exemplary features of assertive teams,
  • The limits of these assertive techniques.

The aim of the course is to familiarise the students with the principles of managing organisations and group functioning, along with specific leadership skills, such as how to build trust and involvement.

Issues to be covered:

• Management:
  • The concept, functions and features,
  • Management tools,
  • Planning and forecasting.
• The group - an introduction:
  • definition, reasons for its establishment and its development stages,
  • features and types of groups: ?us against them?,
  • the impact of a group on its members' behaviour - roles, standards, consistence, conformity,
  • groups versus the organisation.
• Group decision making:
  • stages of the decision making process,
  • the pros and cons of group decision making,
  • methods of group decision making,
  • the group thinking syndrome,
  • individual and group decisions - a comparison.
• Conflicts related to group operation:
  • superior-subordinate conflicts,
  • conflicts between group members,
  • inter-group conflicts,
  • between conflict and co-operation ? from a group to a team.
• Different points of view on leadership.
• Leadership and the communication process.
• Why do people want to be leaders.
• Effective and ineffective leaders.
• The leader as a(n):
  • Artist,
  • Craftsman,
  • Technocrat.
• Leadership versus building an organisational culture (for example a ?market? or ?clan?).

The aim of the course is to familiarise the students with the basic concepts of probability and mathematical statistics required for understanding and applying modern risk management methods.

Issues to be covered:

• How much can we earn by playing roulette, or the random variable and its distribution
• How to measure the volatility of stock prices, or foundations of statistics
• Who has got a fat tail?, or financial data analysis
• What to do when we don't know the theory, or Monte Carlo simulations
• How much can we lose?, or risk measures
• How do they do it in banks, or Value-at-Risk methodology
• .... and how in the corporations, or CorporateMetrics
• For dessert - copulas, or new trends in risk management.

Aims:

• Learning business protocol as opposed to traditional social etiquette and being aware of the differences,
• Extending one's interpersonal competences helpful in business to receptions with clients and honourable guests present,
• Acquiring the ability to adapt one's behaviour to the situation (professional self-presentation, clothes and accessory selection for authority gains).

Selected issues:

• Forms of introducing oneself and others,
• Effective remembering of first and family names,
• Establishing new contacts, who is approachable,
• Non-verbal communication - correct posture and eye contact, greetings and farewells,
• Telephone manner (fixed-line and mobile phones, answering machine and voice mail),
• Courtesy, business and academic titles,
• Professional complements and criticism,
• Principles in clothes and accessories selection for a given occasion; terms applicable to etiquette, what they mean for women and men,
• Table manners, or how to save oneself from a difficult situation,
• How to eat 'difficult' dishes,
• The guest and host,
• The most common gaffes,
• Business etiquette as an international courtesy language.

The course in managerial skills aims at providing the students with an opportunity to acquire knowledge on key managerial abilities and analyse their own skills with regard to management, perfecting these using exercise techniques. The aim of the course is to learn the principles of self- and co-worker management, be able to diagnose one's own managerial skills, boost one's job-related effectiveness and satisfaction.

Issues to be covered:

• Self-management:
  
  • Analysis of life goals and resources at hand,
  • Developing a life strategy,
  • Time management as a method of life strategy implementation.
• Managing your own boss:
  
  • Transactional analysis as a method of learning mutual relations,
  • Typology of superiors,
  • Ways of communicating with the superior,
  • Strategies of managing your own boss.
• Co-operation with persons of the opposite sex:
  
  • Gender and communication style,
  • Barriers in mutual understanding between sexes,
  • Motivating women and men,
  • Perfecting mutual co-operation.

Aims: To present the most common business-related social dilemmas and ways of resolving them.

Issues to be covered:

• Introduction to the relevant issues: pro-community behaviour: from dependence (helping) to interdependence (co-operation - rivalry),
• Relations of interests:
  • interests, conflict, conflict types,
  • interpersonal conflicts, conflicts between individuals and groups, individuals and local communities and the individuals and the state,
  • theories and methods in research on conflict.
• Basic assumptions on (rational) human nature,
• Decision theory and experimental simulations,
• Social dilemmas: dilemmas of limited resources and dilemmas of public goods,
• Is man really rational? Is man pro-social? An overview of experimental research results:
  • profit and loss ratio,
  • a partner's tactics,
  • communication,
  • group size,
  • social identity,
  • motivation, social orientation, or individual allocation preferences.
• Social orientations versus subjective representation of the social world, valuing, behaviour,
• Situational orientation variability,
• Control over allocations: preferences regarding the type and degree of control over oneself and others,
• Trust and readiness to transfer control to other social players,
• Analysis of selected dilemmas in a social (interpersonal, inter-group, macro-social) context: the dilemma of the freezing tenant, thetaxpayer's dilemma, the hero's dilemma, the farmer's dilemma, the dilemma of cold wars.

Aims: Teaching the students basic concepts of differences in theinterests of the parties engaged in transferring information regarding companies. On the one hand there are journalists, who, representing the interests of the readers, want to give reliable and objective information. On the other hand, there are PR people, who wish to present their companies, services or products in the best possible light. The course is designed to show PR people (we should remember that managers and employees are also PR people, as they represent the company vis-a-vis clients, and sometimes to journalists) how the editing world operates, how to understand journalistic interests and, using this knowledge, how to attain one's goal, i.e. to (re)present one's company's well.

Issues to be covered:

• The aim of contacting the media - what are the interests of journalists versus those of the company?
• The media market - a media target group versus the target group of my company,
• The editorial organisation - what mistakes are made by PR people when in contact with the media?
• Media releases - what is of interest to journalists and what real message do PR people try to transmit?
• Crises - what information is sought by journalists and what do they get from PR people?
• The competences of the PR person.

Aims: Presenting the activities (in particular\psychology influenced ) that make up the system of Human Resources Management (HRM) in organisations. The presentation covers applicable management methods and techniques, butt the intention is to perform an analysis of the psychological mechanisms which condition the feasibility and effectiveness of such activities as and to present general universal psychological principles which can be used in creating both an HRM system and its constituent parts.

Issues to be covered:

• The HRM system in organisations,
• Psychology and building HRM strategies,
• Staff recruitment and selection,
• Employee induction into a company,
• Motivation and remuneration,
• Staff training and development,
• Staff assessment system,
• Retention of the best employees in a company,

Celem zajęć jest ukazanie specyfiki marketingowego podejścia do organizacji oraz przedstawienie szczegółowych modeli projektowania i prowadzenia kampanii.

Tematyka zajęć:

• różnice między marketingiem gospodarczym i politycznym,
• organizacja kampanii marketingowej,
• segmentacja rynku, pozycjonowanie, sformułowanie i wdrożenia strategii,
• siły środowiskowe, fazy rozwoju kampanii.