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Introduction to Negotiation

2023/2024
Учебный год
ENG
Обучение ведется на английском языке
3
Кредиты
Статус:
Курс по выбору
Когда читается:
1-й курс, 3 модуль

Преподаватель


Лисовский Александр Владимирович

Course Syllabus

Abstract

Students are introduced to the main theories and elements of negotiation. They learn practical skills needed for business communication in different situations and with various partners. Cross-cultural differences in negotiations are considered in different cases discussed at the seminars. Special emphasis is made on negotiations strategies and team work. Students learn particulars of different communication channels and are informed on their advantages and limitations. Important topic, which is discussed in the course are barriers and obstacles for efficient communication and negotiations. Students are introduced to different types of communication “breakdowns” and learn how to deal with them. Emphasis is made on the specifics of cross-cultural business negotiations in contemporary global environment. Students are required to do a research project working in teams on the particulars of business communication and negotiations in the country which they chose in collaboration with the instructor.
Learning Objectives

Learning Objectives

  • The main purpose of the course is to inform students on the theory and main elements of business negotiations and their practical applications.
  • The second objective is to educate students on particulars of cross-cultural negotiations.
Expected Learning Outcomes

Expected Learning Outcomes

  • The ability to design different messages for different organizational purposes and plans
  • To develop presentation skills for both individual and team projects
  • To recognize different barriers and complications for efficient communication and to learn how to deal with them in practical situations
  • To learn how to communicate in cross-cultural teams
  • To learn basics of efficient negotiations, both distributive and integrative
  • To analyze specific traits of a partner in communication and the audience and to choose appropriates methods and strategies of communication
  • To learn basics of negotiation and conflict management theories.
  • To understand how particulars of different cultures influence communication in cross-cultural interactions
  • To learn different negotiation strategies
  • To learn different tactics of negotiations
Course Contents

Course Contents

  • 1. Culture influence on business communication and negotiation
  • 2. Verbal communication and Nonverbal communication and their role in negotiations
  • 3. Introduction and negotiation preparation
  • 4. Distributive negotiations
  • 5. Integrative negotiations
  • 6. Cross-cultural negotiations
Assessment Elements

Assessment Elements

  • non-blocking Seminar activity and cases
  • non-blocking Team research projects
    This is a team project. The number of participants should to be 4-5. Students make a presentation on business, communication and negotiation style of the given country. Besides they prepare a textual document on actual and potential spheres of cooperation for the country, they chosen and Russia up to 8 pages of text. Required elements for country projects are:  Country contribution to global culture, values, artefacts.  Hofstede’s and/or Trompenaars culture dimensions applied to the country.  Particulars of verbal and nonverbal communication in the country.  What is country’s negotiation style, how it related to values.  Recommendations for Russian businesspersons, doing business with partners from the country.
  • non-blocking Exam
    Students with accumulated grade 6 points or higher could chose not to take exam and in this case their accumulated grade becomes their final grade. Exam format: 20 questions, combining open and closed questions. The grade is the percentages of correct answers.
Interim Assessment

Interim Assessment

  • 2023/2024 3rd module
    0.6 * Team research projects + 0.1 * Exam + 0.3 * Seminar activity and cases
Bibliography

Bibliography

Recommended Core Bibliography

  • Brett, J. M. (2014). Negotiating Globally : How to Negotiate Deals, Resolve Disputes, and Make Decisions Across Cultural Boundaries (Vol. Third edition). San Francisco, CA: Jossey-Bass. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=716710

Recommended Additional Bibliography

  • Cambie, S., & Ooi, Y.-M. (2009). International Communications Strategy : Developments in Cross-Cultural Communications, PR and Social Media. London: Kogan Page. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=295337
  • Gesteland, R. R. (2005). Cross-cultural Business Behavior : Negotiating, Selling, Sourcing and Managing Across Cultures. [Copenhagen, Denmark]: Samfundslitteratur Press. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=526885
  • Jackson, J. (2012). The Routledge Handbook of Language and Intercultural Communication. Routledge.
  • Lévy-Leboyer, C. (2005). Working Across Cultures / Cultural Intelligence: A Guide to Working with People from Other Cultures. Personnel Psychology, 58(1), 253–257. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=bsu&AN=16335915
  • Matsumoto, D. R., & Hwang, H. S. (2019). The Handbook of Culture and Psychology (Vol. Second edition). New York: Oxford University Press. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=2126834
  • McCarthy, A., & Hay, S. (2015). Advanced Negotiation Techniques. [California]: Apress. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=958148