• A
  • A
  • A
  • АБВ
  • АБВ
  • АБВ
  • А
  • А
  • А
  • А
  • А
Обычная версия сайта

Магистерская программа «Международный бизнес»

International Business Negotiations

2021/2022
Учебный год
ENG
Обучение ведется на английском языке
3
Кредиты
Кто читает:
Магистерская программа "Международный бизнес", направление подготовки "Менеджмент"
Статус:
Курс обязательный
Когда читается:
1-й курс, 4 модуль

Преподаватель


Лисняк Владимир Яковлевич

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. Prerequisites: International Business Research, International Relations, World Economy, Foundations of Managerial Economics
Learning Objectives

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

Expected Learning Outcomes

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

Course Contents

  • Alternative Negotiation Strategies
  • Public Speaking and Persuasion skills
  • Perception of the Opponent
  • Questioning and Answering Skills
  • Tension Between Empathy and Assertiveness
  • International Negotiations
  • Closing of the Deal
  • Considerations in Requesting and Giving Representations and Warranties
Assessment Elements

Assessment Elements

  • non-blocking Online class participation
  • non-blocking Online exam
  • non-blocking Home assignments
  • non-blocking Online class participation
  • non-blocking Online exam
  • non-blocking Home assignments
Interim Assessment

Interim Assessment

  • 2021/2022 4th module
    0.3 * Home assignments + 0.2 * Online exam + 0.5 * Online class participation
Bibliography

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