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国际商务谈判(英) International Business Negotiation

1. Course code: 20014370

2. Course Type: Required Course

3. Total Credit Hours: 48 hours

4. Credits: 3  

5. Prerequisites: None

6. Course Objectives

Upon successful completion of this course, students will be able to cope with the main rules and approaches to the business negotiation and existing strategies and tactics. They will have knowledge of the main cross-cultural differences and factors influencing the international business negotiation and will be prepared to negotiate with foreign partners considering existing specifics in different regions and countries. They will know the main rules interconnected with the social etiquette, business and diplomatic protocol and be able to use them in practice.

7. Course Contents

The textbook covers five parts that will give the students a theoretical and practical understanding of international business negotiation.

Chapter details are as followed:

Part I Negotiation Fundamentals

Chapter 1 The Nature of Negotiation

Chapter 2 Strategy and Tactics of Distributive Bargaining

Chapter 3 Strategy and Tactics of Integrative Bargaining

Chapter 4 Negotiation: Strategy and Planning

Part 2 Negotiation Subprocesses

Chapter 5 Perception, Cognition, and Emotion

Chapter 6 Communication

Chapter 7 Finding and Using Negotiation Power

Chapter 8 Influence

Chapter 9 Ethics in Negotiation

Part 3 Negotiation across Cultures

Chapter 10 International and Cross-Cultural Negotiation

Part 4 Resolving Differences

Chapter 11 Managing Negotiation Impasses

Chapter 12 Managing Negotiation Mismatches

Chapter 13 Managing Difficult Negotiations: Third-Party Approaches

Part 5 Summary

Chapter 14 Best Practices in Negotiations

8. Textbook

International Business NegotiationFifth Editionby Roy J. Lewichi, David M. Saunders, and Bruce Barry, published by McGraw Hill.

9. Grading

1Exam type: Required course

2Exam formclose book

3Grades will be assigned on the basis of the following percentages:

Final Examination                              40%

Midterm Examination                           25%

Written Assignments/Quizzes                     20%

Attendance                                   10%

Degree of participation                          5%

TOTAL                                      100%

10. Requirement of the instructor

The instructor of this course should be Master or Doctor of Economy or in related fields.