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1、Syllabus of Business NegotiationCourse Name: International Business Communication Course Code:Credits: 2.0Total credit hours: 32Lecture Hours: 32 hoursExperiment Hours: 0Programming Hours:Practice Hours:Total Number of Experimental(Programming)Projects, among which, Compulsory (), Optional ().School
2、: 08 School of BusinessTarget Major: International Economic and TradeI、Course Nature & AimsBusiness Negotiation is a professional elective course, mainly for students majoring in international economics and tradc.This course lays equal emphasis on the theory and professional skill training. This cou
3、rse focuses on practical cases and role play teaching. The purpose of the course is to train students to effectively communicate and negotiate with business partners in the international economic and trade environment and apply what they have learned. Through the study of this course, students aware
4、ness of business communication has been further enhanced and their negotiation ability has been improved. From a systematic perspective, business negotiation cultivates students ability io apply comprehensive knowledge to achieve more and with good analysis skill. Students have better chance to be c
5、ompetitive and succeed.II、Course Objectives1. Moral Education and Character Cultivation.This course focuses on understanding the laws of Business Negotiation, cultivate students learning ability, thinking ability and observation sense. During the learning process, it helps students to establish more
6、 clear life outlook, world view and values, guides students to positively communicate thoughts and behaviors, and builds full confidence in Chinas System. Culture, Direction and Theoi-y. In IBC, it integrates the spirit of 19th National Congress of the Communist Party of China and Chainnan Xis Repor
7、t essences of National Conference on Education into the teaching content for students ideological and moral qualities, political sense and a new era of knowledgeable talents. IBC help students to establish scientific thinking method and the courage to face challenges.2. Course objectivesThrough the
8、study of this course, students qualities, skills, knowledge and abilities obtained are as follows:Objective 1. Negotiation Concepts BuildingTo enable students to understand and master the basic theories and core concepts of business negotiation:To establish a clear outlook on life, values and world,
9、 with the ability to apply comprehensive knowledge and critical thinking ability, laying the foundation for establishing a correct direction of life and career.Objectives 2. Negotiation Tactics MethodsTo make students familiar with and master the important strategies and methods of business ncgolial
10、ion;Undcrstand ihc strategy and tactics of dislribulive and inlegralivc ncgolialion. Be able to make plan based on strategy and stay practical and be a lifelong learner.Objective 3. Negotiation Abilities EnhancementStudents are required to understand and be able to use business negotiation tactics,
11、understand the nature of negotiation, understand the interdependent relationship between negotiation parties, and achieve more negotiation value between adjustment, value creation before value claiming.Objective 4. Innovative thinking and skills DevelopmentAble to understand the business negotiation
12、 law, be good at transforming distributive negotiation into niutualiy beneficial integrative negotiation, and be able to apply the eight major negotiation hardball tactics appropriately. Students arc more open-minded with creative thinking and ncgotiaiion skills after learning this course.3. Support
13、ing for Graduation RequirementsThe graduation requirements supported by course objectives are mainly reflected in the graduation requirements as follows:Supporting for Graduation RequirementsCourseObjectivesGraduationRequirementsIndices and Contents Supporting for Graduation RequirementsTeachingTopi
14、csLevel ofSupportIndicesContents11.Basic values andliteracy1-1Have a firm political orientation, love ihe motherland, support the leadership of the communist party of China, master the theoretical system of socialism with Chinese characterisiics.Chapter1-4H.1-2Firmly establish a correct world outloo
15、k, outlook on life and view of tnuh.H.1-3Have a good ideological and moral character, inoral cultivation and dedication, hard work, unity and cooperation.H.2.Comprchcnsiveknowledge and ability2-3Understand (he concept of iniernalional economy and trade and its embodiment in specific fields, and be a
16、ble to analyze and deal with (he business;M3.Critical thinking3-1Critical thinking ability to recognize, analyze and solve problems independently.H.skills.3-2Able to make logical analysis and judgment of problems and viewpoints in theory and practice with the knowledge learned, and able to give cons
17、tructive opinions and solutions.H.24. Practical ability.4-1Be able to flexibly use the professional knowledge in practice.Chapter2-3H.4-2Be able to screen, sort and process all kinds of domestic and foreign economic information, so as to solve practical problems and provide countermeasures and Sugge
18、stions.M4-3Able to use professional theoretical knowledge and modern economics research methods to analyze and solve practical problems, with a certain degree of scientific research ability.M5. Data analysis ability5-1Skilled use of computer hardware, questionnaire star software and other services t
19、o engage in business work.M6. Lifelong learning ability6-1Can learn actively, have initiative in the learning process, can master effective learning methods, and actively accept lifelong education.H.6-2Have good writing ability, able to skillfully use the theory and practice knowledge.H.37. Communic
20、ationskills7-1Have good language skills and be able (o communicate and express in two foreign languages.Chapter2-3H.7-2In order (o adapt to the changes in the international market, we should have the necessary communication and cooperation capabilities and communication skills.H.7-3Understand the hi
21、story and trends of economic development at home and abroad, have interpersonal skills and cross-cultural communication skills, understand and respect the differences between different cultures, and flexibly use knowledge and skills for cross-cultural communication.H.8. Innovation and entrepreneursh
22、ip.8-1Not only has the innovation consciousness, has the innovation ability and the entrepreneurial ability.Chapter2-3H.8-3Have professional sensitivity, in the fierce market competition and international competition dare to innovate, good at innovation.M9. Practical ability in international trade9-
23、1Combine business communication and other courses to carry out international trade activities.M10. Professionalcompetence10-2Ability to develop, design, plan and execute in the field of international investment based on management and economic theory.M411: ability to adapt to society11-2Be able to u
24、se modern technology to study independently.Chapter 4H.11-3Adapt to the objective situation of rapid development of economic theory and practice and keep pace with The Times.M12. Ability of organization and management.13-1Have certain organization and coordination ability and team work ability.H.13-
25、2Able to share and cooperate with others.H.13-3Good at organization and decision making.H.HI、Basic Course ContentChapter 1: The Nature of Negotiation1.1 Joe and Sue Carter1.2 Characteristics of a Negotiation Situation1.3 Interdependence1.4 Mutual AdjustmentValue Claiming and Value Creation1.5 Confli
26、ctEffective Conflict Management1.6 summaryTeaching Requirements:leaching requirements: this chapter requires students to understand the nature of negotiation.Understanding negotiation permeates our lives, all the time. Master the four elements of the negotiation process: interdependence, adjustment,
27、 value crcalion and claiming. Understand that ihc purpose of negotiation is lo crcaie value, lo do whatever is necessary in order to obtain the largest or possible share. Master the four levels of conflict (individual mind, interpersonal, intra-group, intcr-group) and conflicts originated from the i
28、nterdependent relationships but different goals. This chapter require students to master the methods of conflict management.Key Points:1. Understand the definition of business negotiation2. Master ihc 6 key features of negotiation situation3. Master the four elements of the negotiation process4. Val
29、ue creation before value claiming is more powerful5. Analyze the conflict hierarchy in the case of Joe and Hugh carter;6. Grasp the Dual Concerns Model;Difficult Points:The outcome of negotiation is all net profit! how to effectively manage conflict is not easy. It is difficult for students to have
30、a critical understanding of the whole negotiation picture and essences and how to create the value before value claiming.Chapter 2: Strategy and Tactics of Distributive Bargaining2.1 The distributive Bargaining Situation2.2 Tactical Tasks2.3 Positions Taken during Negotiation2.4 Commitnient2.5 Closi
31、ng the Deal2.6 Hardball Tactics2.7 Distributive Bargaining Skills applicable to integrative Negotiation2.8 Chapter SummaryTeaching Requirements:Distributive Bargaining is the key focus of the semester learning. This chapter requires students to master the basic structure of Distributive Bargaining a
32、nd a series of coping strategies and tactics. Understand that Distributive Bargaining has a clear starting point, target point, and refusing point, of which the refusing point is the most critical. The strategy of Good Cop/Bad Cop, Lowball/High ball, Bogey, The Nibble, Chicken, Intimidation, Aggress
33、ive Behavior. Snow Job are critical to learn and acquire. Understand that the Distributive Bargaining skills applicable to Integrative Negotiations.Key Points:1. Understand the situation of Distributive Bargaining;Master the tactical tasks of Distributive Bargaining;2. Leaning the Positions taken du
34、ring the negotiationsHow to close the negotiation deals3. Learn the Eight hardball tactics of Distributive Bargaining and the countermeasuresUnderstand that Distributive Bargaining strategies apply (o cooperative negotiations Difficult Points:1. Cognition and application of Distributive Bargaining s
35、trategies2. Achieve the best negotiation outcome when closing the ncgoliaiionChapter 3: Strategy and Tactics of Integrative Negotiation3.1 An overview of the Integrative Negotiation Process3.2 Key Steps in the Integrative Negotiation Process3.3 Factors that facilitate successful integrative negotiat
36、ion3.4 Why integrative negotiation is difficult to achieveTeaching Requirements:This chapter defines Integrative Negotiation, discusses the characteristics and strategies of Integrative Negotiation.Students are required to understand that negotiations should locus on common ground rather than differ
37、ences, on needs and imerests rather than positions, try to meet the needs of all parties, exchange infonnation and ideas, propose for reciprocity, and use objective measures of assessment. Understand the basic structure of Integrative Ncgoliation. In order io facilitate Integral!vc Negotiation, stud
38、ents need to understand they need io strive to establish the common goals, stay cooperation, build trust each other and conduct timely communication. Key Points:1. To implcmenl Integrative Ncgoliation and preparation according2. Key steps in the Integrative Negotiation process3. Understand Substanti
39、ve Interests, Process interests. Relationship interests and the interests in principles4. Elements to facilitate Integrative NegotiationDifficult Points:1. Seek win-wins strategies for both sides2. Application of Distributive Bargaining in Integrative NegotiationChapter 4 Negotiation: Strategy and P
40、lanning4.1 Goals The Focus that drives a negotiation strategy4.2 Strategy - The Overall Plan to achieve ones goals4.3 Understanding the flow of Negotiations: Stages and Phases4.4 Getting Ready to implement the Strategy: The Planning ProcessTeaching Requirements:This chapter requires students to be a
41、ble to understand the strategic concept and understand the negotiation model of strategic choice. Planning is an important part of the negotiations.But, for a variety of reasons, negotiators tend to ignore this. An effective negotiation plan enables negotiators to work out the overall framework and
42、process of the negotiation, thus guiding the conclusion of the agreement. This chapter require students plan carefully, understand the key issues in the negotiations, to collect the key problems and understand the complexity of the negotiation set, define the key points of interests, restrictions, a
43、nd other alternative solutions. Realize the goals need to get achieved and collect the information, recognition of decision makers, etc.Key Points:1. Define key interests, limitations, and other options2. Focus on the negotiation goals, strategy and plan3. Understand the process and the extremes of
44、the negotiations4. Implementation strategy and take reflection on learningDifHcult Points:1. Effective formulation of negotiation plan2. Effective conclusion of the negotiation agreement3. Compliance drafting of negotiation agrccincnl documentsIV、Table of Credit Hour DistributionTeaching ContentIdeo
45、logical and Political Integratedlecture HoursExperi ment HoursPracti ce HoursProgra mining HoursScif-stu dy hoursExercis e ClassDiscuss ion HoursChapter 1: The Nature of Negotiation1.1 Joe and Sue Carter1.2 Characteristics of a Negotiation Situation1.3 Interdependence1.4 Mutual Adjustment4Chapter 1:
46、 The Nature of Negotiation 1.5 Value Claiming and Value Creation i.6 Conflict1.7 Effective Conflict Management4Chapter 2: Strategy and Tactics ofDistributive Bargaining2.1 The distributive BargainingSituation2.2 Tactical Tasks2.3 Positions Taken during Negotiation2.4 Commitment4Chapter 2: Strategy a
47、nd Tactics of Distributive Bargaining2.5 Closing the Deal2.6 Hardball Tactics2.7 Distributive Bargaining Skills applicable to integrative Negotiation4Chapter 3: Strategy and Tactics of Integrative Negotiation3.1 An overview of the IntegrativeNcgolialion Process3.2 Key Steps in the IntegrativeNegotia
48、tion Process4Chapter 3: Strategy and Tactics of Integrative Negotiation3.3 Factors that facilitate successful integrative negotiation3.4 Why integrative negotiation is difficult to achieve4Chapter 4 Negotiation: Strategy and Planning4.1 Goals - The Focus that drives a negotiation strategy4.2 Strategy