Бакалавриат
2026/2027
Международные переговоры
Статус:
Курс обязательный (Международный бизнес)
Где читается:
Высшая школа бизнеса
Когда читается:
4-й курс, 1 модуль
Охват аудитории:
для своего кампуса
Язык:
английский
Кредиты:
3
Контактные часы:
30
Course Syllabus
Abstract
This course provides a systematic approach to preparing, conducting, and analysing international business negotiations. It combines established negotiation concepts with the author’s Negotiation Compass model, which distinguishes four strategic directions: the South (value claiming and bargaining), the West (cooperation, trust and value creation), the East (influence, status and strategic pressure), and the North (multi-party and multi-level coordination). The course does not treat these directions as fixed personality types; it uses them as different strategic logics that may become relevant at different stages of the same negotiation. Particular attention is paid to the way cultural, institutional, organisational, and linguistic differences shape preparation, communication, decision-making, and implementation in international negotiations. Students will apply the course concepts through individual and team negotiation simulations, a group strategy project, and structured debriefing.
Learning Objectives
- To develop a clear understanding of negotiation as a strategic decision-making process under conditions of interdependence, uncertainty, and conflicting interests.
- To provide students with a practical method for analysing international negotiation situations and selecting an appropriate strategy rather than relying on a single universal style.
- To introduce the Negotiation Compass as an integrated model for distributive bargaining, cooperation and value creation, influence and status dynamics, and multi-party or multi-level coordination.
- To build students’ ability to prepare, conduct, and review international negotiations, including the design and defence of a complete negotiation strategy.
- To develop individual and team negotiation skills through case analysis, Fialka.AI simulations, structured feedback, and role-based group negotiations.
Expected Learning Outcomes
- Distinguish negotiation from selling, persuasion, conflict escalation, mediation, and unilateral decision-making, and explain when negotiation is an appropriate management process.
- Analyse an international negotiation by identifying the parties, stakeholders, interests, positions, alternatives, reservation points, negotiable variables, sources of power, decision rights, and implementation risks.
- Apply the Negotiation Compass to diagnose the dominant strategic logic of a negotiation, select an appropriate direction, recognise strategic mismatches, and change course when the situation changes.
- Apply the core tools of the South, West, East, and North: distributive bargaining, value creation and trust-building, influence and status management, and multi-party or multi-level coordination.
- Develop and defend an evidence-based strategy for an international negotiation, including objectives, scenarios, sequence of actions, team roles, communication approach, concession logic, and contingency plans.
- Conduct team negotiations with explicit role allocation, maintain internal alignment, coordinate interventions, and adapt the team’s strategy during the interaction.
- Critically evaluate personal and team negotiation performance, interpret the commercial result, analytical report, and feedback generated by Fialka.AI, and formulate specific actions for further professional development.
Course Contents
- Introduction to Negotiation and International Negotiation
- The Negotiation Compass: An Integrated Model of Negotiation Strategies
- The South: Distributive Bargaining and Value Claiming
- The West: Cooperation, Trust and Value Creation
- The North: Multi-Party and Multi-Level Negotiations
- The East: Influence, Status and Strategic Pressure
- International Negotiation Strategy: From Analysis to Execution
Interim Assessment
- 2026/2027 1st module0.1 * Attendance + 0.15 * Group Project + 0.15 * Group Role-Play + 0.2 * Individual Assignment + 0.4 * Exam
Bibliography
Recommended Core Bibliography
- Brett, J. M. (2014). Negotiating Globally : How to Negotiate Deals, Resolve Disputes, and Make Decisions Across Cultural Boundaries (Vol. Third edition). San Francisco, CA: Jossey-Bass. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=716710
- Lebedeva, M. M. International Negotiations in the Digital Age : учебник / M. M. Lebedeva, E. S. Zinovieva. — Москва : Аспект Пресс, 2022. — 242 с. — ISBN 978-5-7567-1244-5. — Текст : электронный // Лань : электронно-библиотечная система. — URL: https://e.lanbook.com/book/324359 (дата обращения: 00.00.0000). — Режим доступа: для авториз. пользователей.
Recommended Additional Bibliography
- Fisher, R., Patton, B., & Ury, W. (2011). Getting to Yes : Negotiating Agreement Without Giving In (Vol. 3rd ed., ed). New York: Penguin Books. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=1125217