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Regular version of the site
Bachelor 2021/2022

Business Communications

Type: Compulsory course (Business Informatics)
Area of studies: Business Informatics
When: 3 year, 3 module
Mode of studies: offline
Open to: students of one campus
Instructors: Вершинина Ольга Игоревна, Татевосян Стелла Альбертовна, Вершинина Ольга Игоревна, Olga Abramova, Olga Alexandrovna Gordienko, Elena Musich, Anastasia Pashuto
Language: English
ECTS credits: 4
Contact hours: 40

Course Syllabus


“Business communications” is a course about building the effective communications in the context of modern organization with a psychological focus. The course is arranged around communication in two domains: the Self and the People with respect to the Context. The course provides the knowledge of the main concepts, models and theories of the business communication with practical skills’ training in the real project. The course is designed to prepare students as the future influencers with knowledge of essential psychological basis of people behavior and social influence in the modern organizational cross-cultural context.
Learning Objectives

Learning Objectives

  • Giving students theoretical knowledge and practical skills in modern business communications based on scientific background
  • Understanding of people behavior during the global digital transformation of business
  • Creation of personal strategy and techniques to inspire people and become a social influencer
  • Learn the modern business communications based on the self- identity and the opponent identity, the decision-making process, the principles of social influence and leadership, the diffusion of information, roles in communication models, the development of emotional intelligence in communications and the formation of cross-cultural competence
  • Practical application of concepts, models, theories and research results that are central to the study of communication in management, social and cross-cultural psychology
  • Improvement of the scientific and abstract thinking of students by analyzing, evaluating, discussing and applying cases and theories
  • Development of analytical and practical skills that allow students to work effectively with communications at all levels (from interpersonal and group level to business cross-functional and cross-cultural)
  • Development of the persuasive skills, leadership skills and a deeper emotional intelligence in recognizing the opponents’ needs and start the psychological instruments’ usage in communication practice
  • Getting an experience in creating social roles, planning team results, and influencing groupthink processes in the project teamwork
Expected Learning Outcomes

Expected Learning Outcomes

  • communication competence through the self-, social identities and the emotional intelligence at business
  • planning and execution of the team projects with respect to individual and social needs in business process
  • self-presentation skills based on understanding and highlighting the individual strong features
  • skills of psychological instruments usage in negotiation and persuasion processes
  • skills of psychological instruments usage in negotiation and persuasion processes based on knowledge of emotional intelligence domains
  • skills of social influence principles and tactics application in negotiation and persuasion processes
  • the active leadership and the influencer competence based on proactive behavior
  • understanding and applying of concepts, models, theories and research results that are key to studying modern business communications
  • understanding and applying of concepts, models, theories of the decision -making process for an effective persuasion in business communication
Course Contents

Course Contents

  • Decision making
  • Social identity
  • Emotional intelligence for communication
  • Communication models
  • Social influence
  • Cross-cultural communication
Assessment Elements

Assessment Elements

  • non-blocking Gclass (grade for seminar and class activity)
    Class participation and preparedness (30%) Activity in the class discussions and at the seminars, and preparedness for the class with reading materials and the tasks
  • non-blocking Gessay (grade for the individual essay) (HW1)
  • non-blocking Gproject (grade for the group project) (HW2)
  • non-blocking Gexam_test
    The final exam is held in the form of a test. Students are given 10-15 questions of closed and opened types. Each question of closed offers three-five answer’s choices. There will be suggested several variants of the test.10-point scale will be used in assessment of the results for the final exam. In the case of cheating the student will get 0.
Interim Assessment

Interim Assessment

  • 2021/2022 3rd module
    0.3 * Gclass (grade for seminar and class activity) + 0.3 * Gproject (grade for the group project) (HW2) + 0.2 * Gexam_test + 0.2 * Gessay (grade for the individual essay) (HW1)


Recommended Core Bibliography

  • Author(s) Daniel Kahneman, Amos Tversky, & Kahneman. (1979). Prospect Theory: an Analysis of Decision under Risk. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsbas&AN=edsbas.FDDF9A06
  • Cialdini, R. B. (2009). Influence : The Psychology of Persuasion. New York: HarperCollins. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=279852
  • Daniel Goleman. (2006). Emotional Intelligence : Why It Can Matter More Than IQ: Vol. 10th anniversary ed. Bantam.
  • Daniel Kahneman, Jack L. Knetsch, & Richard H. Thaler. (1991). Anomalies: The Endowment Effect, Loss Aversion, and Status Quo Bias. Journal of Economic Perspectives, 1, 193. https://doi.org/10.1257/jep.5.1.193
  • Gelfand, M. J., Major, V. S., Raver, J. L., Nishii, L. H., & O’Brien, K. (2006). Negotiating Relationally: The Dynamics of the Relational Self in Negotiations. Academy of Management Review, 31(2), 427–451. https://doi.org/10.5465/AMR.2006.20208689
  • Pratkanis, A. R. (2007). The Science of Social Influence : Advances and Future Progress. New York: Psychology Press. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=358198
  • Richard M. Ryan, & Edward L. Deci. (2000). Self-determination theory and the facilitation of intrinsic motivation, social development, and well-being. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsbas&AN=edsbas.7E5231F3
  • Schwartz, B. (2007). The Paradox of Choice : Why More Is Less. HarperCollins.

Recommended Additional Bibliography

  • Cialdini, R. B. (2016). Pre-Suasion : A Revolutionary Way to Influence and Persuade (Vol. First Simon & Schuster hardcover edition). New York: Simon & Schuster. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=nlebk&AN=1966411
  • Mayer, J. D., Salovey, P., & Caruso, D. R. (2004). Emotional Intelligence: Theory, Findings, and Implications. Psychological Inquiry, 15(3), 197–215. https://doi.org/10.1207/s15327965pli1503_02