Delivered at:: Department of Strategic and International Management

Course type:: Compulsory course

When:: 4 year, 2 module

Instructor

Veselova, Liudmila S.

Full Syllabus Ask Question

Abstract

The course "International Negotiations" covers a wide range of aspects related to the process of negotiating at the international level and the importance of these processes for achieving global decisions and agreements. This course is designed to introduce students to the key theoretical concepts and practical skills necessary for successful participation in international negotiations. As part of the training, students study the principles and stages of the negotiation process, including preparation, thinking about strategy, negotiation tactics and closing deals. The course focuses on the cultural and socio-psychological factors that influence negotiations, considering how differences in culture, language and perception can create both barriers and opportunities for successful interaction. One of the key objectives of the course is to develop students' practical skills through role-playing games, simulations and analysis of real cases of successful (and unsuccessful) international negotiations. As a result, the course "International Negotiations" will not only enrich students with theoretical knowledge, but also prepare them for real challenges and opportunities arising in the course of international communication and cooperation, contributing to the formation of competent and confident specialists in the field of international relations.

Learning Objectives

The purpose of this course: to acquaint students with the characteristics of different cultures, to teach students the methods of successful integration into the international environment and ways of effective communication with representatives of various cultures.

Expected Learning Outcomes

- Be able to use business skills (giving presentations, negotiating, telephoning, giving teleconferences, etc.)
Able to think critically and interpret the experience (personal and of other persons), relate to professional and social activities
Able to conduct business negotiations, publicly speak on professional topics (including by phone, in the media).
Students will be able to maintain civilized and efficient forms of collegial communication
Ability to conduct intercultural negotiations
- master the art of negotiation
Students will be able to maintain civilized and efficient forms of collegial communication

Course Contents

Introduction to the course
The Strategic Negotiator's Toolkit: BATNA, Reservation Price, and ZOPA
Communication in Negotiations
Preparing for negotiations
Navigating the Cultural Labyrinth
Ethics, Trust, and the Long-Term Relationship
Stereotypes and prejudices in intercultural communication

Assessment Elements

Group Presentation
Participation in Negotation Simulation and Written report
Seminar in-class assignments
In-class mini-test

Interim Assessment

2025/2026 2nd module
0.25 * Group Presentation + 0.25 * In-class mini-test + 0.25 * Participation in Negotation Simulation and Written report + 0.25 * Seminar in-class assignments

Bibliography

Recommended Core Bibliography

Intercultural business communication, Chaney, L. H., 2007
Tatiana Seregina, Svetlana Zubanova, Viktor Druzhinin, & Guzalia Shagivaleeva. (2019). The Role of Language in Intercultural Communication. Space and Culture, India, (3). https://doi.org/10.20896/saci.v7i3.524
Wang, H. K. H. (2018). Business Negotiations in China : Strategy, Planning and Management. Abingdon, Oxon: Routledge. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=1662142
Договориться можно обо всем! Как добиваться максимума в любых переговорах, Кеннеди, Г., 2024
Переговоры : Полный курс, Кеннеди, Г., 2012

Recommended Additional Bibliography

The world of negotiation : theories, perceptions and practice, Galin, A., 2016

Authors

Асланян Югик Сергеевна
Veselova Liudmila Sergeevna

Bachelor’s Programme 'International Business'

International Negotiations