Sales and negotiations

2025/2026

Academic Year

ENG

Instruction in English

4

ECTS credits

Delivered at:

Department of Management

Course type:

Compulsory course

When:

4 year, 1 module

Instructors

Круглов-Морозов Леонид Владимирович

Ляпунов Алексей Дмитриевич

Khazieva, Natalia

Course Syllabus

Abstract

Negotiations are ubiquitous in international affairs. Negotiations in various fields including trade are complex processes, involving dozens or more players who may each represent different interests. This course aims at (i) giving students a range of analytical tools (both formal and informal) in order to understand negotiation dynamics between different configurations of actors, (ii) providing them with the skills needed to develop appropriate strategies and tactics in the conduct of trade negotiations and then (iii) testing their ability to apply them in selected case studies as well as in a simulation exercise. The course involves a series of business games ("management duels") during practical sessions, which help students grasp the theoretical concepts and principles being studied, as well as practical techniques related to conducting negotiations and reaching agreements. At the same time, the solution to issues such as negotiation preparation and conduct, various approaches and methods used in negotiations, negotiation strategy and tactics, defining the strategic interests of the parties, their alternative strategies in case of negotiation failure, and the structure of the negotiation position are modeled and tested, as well as various options for choosing a strategy and tactics based on the specific problems that may arise for the negotiators.

Learning Objectives

• Students are expected to acquire a range of analytical tools (both formal and informal) in order to understand negotiation dynamics between different configurations of actors, as well as various skills needed to develop appropriate strategies and tactics in the conduct of trade negotiations and then.
• Students should be ready to apply the acquired knowledge and skills in selected case studies as well as in a simulation exercise in order to be better prepared for similar negotiations in practice.

Expected Learning Outcomes

• Be able to find a compromise
• Find an alternative strategy in case of unsuccessful negotiations
• Have skills (gain experience): identify strategic interests;
• know current issues in negotiation practice
• Be able to conduct trade negotiations
• Know features of negotiation strategies and tactics of various situations

Course Contents

• Introduction: What are negotiations. 5 steps of negotiation process.
• Methodology of Argumentation
• Types of negotiations. Firmness and flexibility in negotiations. Bargaining power. Roles in the team.
• Psychology in Negotiations. Emotional Intelligence: 5 Basic Needs for Emotional Control. Pre-persuasion techniques, counter-manipulation.
• Alive presentation

Assessment Elements

• Attending lectures
• Negotiations
  Participation in negotiations. It may be retaken if student misses the class. Student may participate in negotiation one more time in online format (platform will be specified).
• Homework 1
  Preparation for negotiations/debates using a special template
• Homework 2
  Preparation for negotiations/debates using a special template
• Homework 3
  Preparation for negotiations/debates using a special template
• Homework 4
  Preparation for negotiations/debates using a special template
• Quiz 1
  Quiz includes several questions of different types. It may be retaken once if student misses the class.
• Quiz 2
  Quiz includes several questions of different types. It may be retaken once if student misses the class.

Interim Assessment

• 2025/2026 1st module
  0.133 * Attending lectures + 0.1 * Homework 1 + 0.1 * Homework 2 + 0.1 * Homework 3 + 0.1 * Homework 4 + 0.267 * Negotiations + 0.1 * Quiz 1 + 0.1 * Quiz 2

Bibliography

Recommended Core Bibliography

• Crucial conversations : tools for talking when stakes are high, Patterson, K., 2012
• 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
• Getting to yes : negotiating an agreement without giving in, Fisher, R., 2012
• Kerry Patterson, Joseph Grenny, Ron McMillan, & Al Switzler. (2011). Crucial Conversations Skills. McGraw-Hill Education.

Recommended Additional Bibliography

• 17552 - Я слышу вас насквозь. Эффективная техника переговоров (краткое изложение) - М. Гоулстон - КнигиКратко - 9785961400274kk - 2015 - https://hse.alpinadigital.ru/book/17552 - Alpina
• 19270 - Аргументируй это! Как убедить кого угодно в чем угодно - Н. Непряхин; Н.Непряхин - Альпина Паблишер - 9785961425345 - 2019 - https://hse.alpinadigital.ru/audio/19270 - Alpina
• 20300 - Договориться можно обо всем! Как добиваться максимума в любых переговорах - В. Попов; Г.Кеннеди - Альпина Паблишер - 9785961435726 - 2020 - https://hse.alpinadigital.ru/audio/20300 - Alpina
• Influence : the psychology of persuasion, Cialdini, R. B., 2007
• Influence, new and expanded : the psychology of persuasion, Cialdini, R. B., 2021
• Психология влияния. 5-е изд . - 978-5-4461-9459-9 - Чалдини Р. - 2021 - Санкт-Петербург: Питер - https://ibooks.ru/bookshelf/377298 - 377298 - iBOOKS
• Психология влияния. Убеждай, воздействуй, защищайся. - 978-5-4461-1594-5 - Чалдини Р. - 2021 - Санкт-Петербург: Питер - https://ibooks.ru/bookshelf/373751 - 373751 - iBOOKS

Authors

• Khazieva Natalia Evgenevna
• Миронова Алена Геннадьевна