Магистратура 2020/2021

Техника ведения международных деловых переговоров

Лучший по критерию «Полезность курса для Вашей будущей карьеры»

Лучший по критерию «Полезность курса для расширения кругозора и разностороннего развития»

Статус: Курс обязательный (Международный бизнес)

Направление: 38.04.02. Менеджмент

Кто читает: Магистерская программа "Международный бизнес", направление подготовки "Менеджмент"

Где читается: Факультет мировой экономики и мировой политики

Когда читается: 1-й курс, 4 модуль

Формат изучения: без онлайн-курса

Охват аудитории: для своего кампуса

Преподаватели: Лисняк Владимир Яковлевич

Прогр. обучения: Международный бизнес

Язык: английский

Кредиты: 3

Контактные часы: 32

Course Syllabus

Abstract

This Course Program establishes minimum requirements for skills and knowledge of the student and determines the content and the forms of educational activities and reporting. The Course Program is designed for MIB and MBA Program students, lecturers, teaching assistants and anyone interested in International Business Negotiations - Negotiations in Cross-Cultural Context for Master Program 38.04.02 “Management”. The course is usually given in the 4th module of the first year of education. The main provisions of the Course might be used before, along with, and after studies of the following Courses: • International business • International business practices • External economic activities management Pre-requisites: THIS COURSE IS AVAILABLE ONLY FOR MIB STUDENTS The course provides thorough and professional look into business oriented negotiations. It teaches the theory of negotiation and the skills necessary to become an effective negotiator, learned in part through active exercises and simulations. The course introduces students to negotiation tactics and strategy. It teaches how to prepare, how to identify acceptable negotiated solutions and best alternatives, and how to deal with difficult negotiators. Much of the emphasis is on international and cross-cultural negotiations. This course is useful for managers involved in negotiations on a daily basis, and recent graduates planning their careers in business.

Learning Objectives

• Provide a framework to help students understand and analyze a wide range of negotiations in cross-cultural context
• Build the strategic and tactical skills to negotiate more effectively in cross-cultural context
• Develop the rational and emotional intelligence competencies to enlarge a skilful negotiator's toolbox

Expected Learning Outcomes

• Know the basic principles of effective negotiations, the main theories of negotiations; gain skills of research to obtain necessary information
• Be able to effectively prepare to any negotiations, close the deal without surprises
• gain persuasion skills and elaborate the plan of the negotiation game
• find the deep interests driving the parties to the negotiations table and understand the people involved in negotiations
• gain some listening skills
• gain questioning and answering skills
• achieve balance between vying and compromise
• work with information (ability to ferret out and protect sensitive information)
• devising constructive concession plan and work with credibility (to be credible and to detect bluff)
• apply the acquired skills for elaborating company’s strategy and tactics in com-mercial transactions and disputes

Course Contents

• Alternative Negotiation Strategies
  Alternative Negotiation Strategies (Coopera-tion vs. Competition, and Various Intermedi-ate Approaches). Defining and Quantifying your Interests and Objectives. Defining Goals and Limits. What is Needed to Prepare? Checklist for Information Gathering. Working Sheet for Preparation. Basic Factors Affecting Negotiation. What Are You in Negotiations? Classification of Negotiator Types. Ideal Negotiator: a Set of Qualities. Personal Power. Understanding the Limits of Your Negotiating Authority. Defining and Quantifying the Likely Interests and Objectives of Other Parties to the Trans-action. Identifying Various “Negotiated Solu-tions”. Identifying Your “BATNA”.
• Public Speaking and Persuasion skills
  Public Speaking and Persuasion skills. Dis-puting Technique. Presenting Information. Using Visual Aid. Building Argument. Using Rhetorical Questions. Emphasizing and High-lighting Key Points. How to Control the Di-rection of the Discussion. How to Interrupt and Hold the Floor. Negotiating Games/Techniques.
• Perception of the Opponent
  Perception of the Opponent. Art of Listening to Hear. Skills of a Good Listener. Verbal and Non-Verbal Communication. Preparing to Negotiate (Establishing Limits and Goals). The Preliminary Stage (Establishing Negotia-tor Identities and Tone of Interaction). The Information Stage (Value Creation).
• Questioning and Answering Skills
  Questioning and Answering Skills. Important Factors in Negotiations: Time, Place, Authori-ty, Participants etc. The Competi-tive/Distributive Stage (Value Claiming). Psychological Entrapment. Tension Between Principals and Agents. The Pros and Cons of Using an Agent. Tacit and Overt Advising. Expectations.
• Tension Between Empathy and Assertiveness
  Tension Between Empathy and Assertiveness. The Ability to Exploit an Inequality and Un-leveled Playing Field. The Ability to Fish Out and Protect Sensitive Information. The Ability to Be Believable and to Spot the Bluff (Credibility). The Ability to Strike the Right Balance Be-tween Competing and Compromise. Post Ne-gotiation Assessment.
• International Negotiations
  International Negotiations. Negotiation Eth-ics. Multilateral Negotiations. Coalitions. De-vising a Constructive Concession Pattern. Control of Emotions of Both Sides. “Pause” Knob («Withdrawal to the Balcony»). Mech-anisms for Dealing with Difficult Issues, and for Dealing with Difficult Negotiators. Sepa-rating Factual Differences/Disagreements from Emotional. Playing several games at the same time. Combining Negotiations and litigation. Russian realities of negotiating procedure.
• Closing of the Deal
  Closing of the Deal. The Closing Stage (Value Solidifying). The Cooperative/Integrative Stage (Value Maximizing). Issues to Consider in Drafting Definitive Documentation. Importance of Due Diligence.
• Considerations in Requesting and Giving Representations and Warranties
  Considerations in Requesting and Giving Representations and Warranties. Tactical Elements to Negotiation Strategy, as well as Common Pitfalls and Hurdles Facing Negotiators Who Are Conducting Bi-Cultural Negotiations. The Impact of Ethnicity and Gender. Questions to Review in the Final Lesson on Negotiations Skills.

Assessment Elements

• Online class participation
• Online exam
• Home assignments
• Online class participation
• Online exam
• Home assignments

Interim Assessment

• Interim assessment (4 module)
  0.3 * Home assignments + 0.5 * Online class participation + 0.2 * Online exam

Bibliography

Recommended Core 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
• Moore, C. W., & Woodrow, P. J. (2010). Handbook of Global and Multicultural Negotiation (Vol. 1st ed). San Francisco, CA: Jossey-Bass. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=310334
• Wheeler, M. (2013). The Art of Negotiation : How to Improvise Agreement in a Chaotic World. New York: Simon & Schuster. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=1978049

Recommended Additional Bibliography

• Handbook of Global and Multicultural Negotiation Moore, Christopher W.; Woodrow, Peter J. John Wiley & Sons, Incorporated 2010 ISBN: ISBN number:9780470440957, ISBN number:9780470573426