Бакалавриат
2021/2022
Международные бизнес-переговоры
Статус:
Курс по выбору (Управление бизнесом)
Направление:
38.03.02. Менеджмент
Где читается:
Высшая школа бизнеса
Когда читается:
3-й курс, 4 модуль
Формат изучения:
с онлайн-курсом
Охват аудитории:
для своего кампуса
Язык:
английский
Кредиты:
4
Контактные часы:
32
Course Syllabus
Abstract
The course will provide you a broader knowledge of negotiation process as an effective instrument to increase efficiency in business and personal life. We will learn how to prepare, communicate and successful implement further agreements. We also will learn 4 main negotiation strategies based on cultural differences of each. The course will teach how to choose right strategy and tactics and implement it using special approach in negotiation analysis. We also will learn cultural differences worldwide
Learning Objectives
- Learn basics of negotiation process (preparation/ communication/ implementation model) and find out what is the most important in new reality of pandemic era
- Learn 4 main approaches of negotiation: Distributive, Partnership, Collaborative and Manipulative strategies, using theory of international business and practical cases
- Investigate cases from international business to provide better solutions, using new theory from the course
- Learn international cross-cultural business negotiations features. The students will learn to appreciate cross-cultural dimensions of international negotiations and to identify culture-specific negotiation styles
Expected Learning Outcomes
- Developing competences: negotiation skills, composure, presentation skills, political savvy, interpersonal skills, command skills
- Students will develop knowledge of theory of negotiation, 4 different approaches, based on international business schools experience and practical solutions from professional negotiator
Course Contents
- Introduction in negotiation theory
- Fundamental features of negotiation process
- Cross cultural features of negotiation process
- 4 main strategies
Interim Assessment
- 2021/2022 4th module0.2 * Quizzes + 0.3 * Group project + 0.5 * Exam (Final Indiviual Essay)
Bibliography
Recommended Core Bibliography
- Kopelman, S., & Rosette, A. S. (2008). Cultural variation in response to strategic emotions in negotiations. Group Decision & Negotiation, 17(1), 65–77. https://doi.org/10.1007/s10726-007-9087-5
Recommended Additional Bibliography
- Gates, S. (2016). The Negotiation Book : Your Definitive Guide to Successful Negotiating (Vol. Second edition). Chichester, West Sussex, United Kingdom: Wiley. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=1079694