Business Negotiation Course Overview at Universitatea Liber Internațional din Moldova
This course at Universitatea Liber Internațional din Moldova focuses on developing effective negotiation strategies, understanding cultural influences, enhancing communication skills, and achieving successful outcomes in various business settings. Students will learn the stages of negotiation, ethical responsibilities, cross-cultural challenges, and creative dispute resolution techniques.
- Business Negotiation
- International Context
- Communication Skills
- Negotiation Strategies
- Cross-Cultural Challenges
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Universitatea Liber Internaional din Moldova Facultatea tiin e Economice Catedra Business i Administrare, Rela ii Economice Interna ionale,Turism Negocieri in afaceri BUSINESS NEGOTIATION Dragalin Iu. Dr., conf.univ. |TibuleacA., drd., lect.univ
Object of discipline This course will help students to: Understand and develop effective strategies for each stage of a negotiation; Explore adversarial and collaborative bargaining ; Understand ethical responsibilities of the lawyer representative; Learn techniques for concluding a negotiation successfully, including crafting durable and enforceable agreements ; Identify cross-cultural challenges negotiations; Enhance communication skills, emphasizing effective use of listening, persuasion and relationship-building; Develop personal grounding techniques and understand how grounding increases efficacy in negotiations; Strengthen creative ability to expand the range of options for resolving a dispute and to become good negotiators and to represent clients effectively in both transactional and dispute resolution settings, and achieving their business goals; that can arise in
Course Outcomes Code Specific outcomes for the course Knowledge K K 1 K 1.1.To understand the concept of business negotiation. K 2.1. To differentiate between different types of negotiation and their uses in international context K K 2 K 2.1. To know the stages of negotiation and the way they should be completed. K 2.2. To understand the influence of cultural difference on business negotiation K K 3 K 3.1.To identify the major implications of negotiations on business development . K 3.2. To understand the impact of different negotiation tactics on negotiation outcomes. Abilities S S 1 S 1. 1 The ability to apply different tactics of negotiations in order to achieve the goals S S 2 S 2. 1 The ability to develop strategies for an effective negotiation within national and international context. S 2.2. To find solutions for difficult situation emerged during negotiation. S3.1. To understand the limits between the ethical an unethical behavior during negotiation. S S 3 Competences C C 1 C 1. 1 The competence to collect and to interpret data related to interested field necessary for a successful negotiation. C 1.2. To develop strategies for effective negotiation. C 2. 1.To apply the critical thinking to understand the limits of the opponent part during negotiation C C 2 C C 3 C 3.1. To formulate the correct goals and BATNA for a sucessful negotiation C3.2. To apply different methods of negotiation for a succesful outcome
Prerequisites Business Psychology Fundamentals of management Fundamentals of Marketing
Bybliography Requiered readings: Salacuse, Jeswald, The Global Negotiator: Making, Managing and Mending Deals Around the World in the Twenty- First Century, Palgrave MacMillan, New York, 2003. Shell, G. Richard, Bargaining for Advantage (2nd edition), 2004 Fisher, Roger & William Uri. Getting to Yes (3rd edition), 2007 Pruteanu S. Manual de Comunicare si Negocieri in Afaceri. Ia i:Polirom, 2000. 280 p. Moraru D. Tehnici de Negociere. Note de curs. Timisoara 2004, 116 p. Additional sources: Stone, Douglas, Bruce Patton & Sheila Heen, Difficult Conversations (2nd edition) The Business Strategy Game Simulation available at www.bsg-online.com Links: Harvard programes on negotiations http://www.pon.harvard.edu/category/daily/business-negotiations. Business know-how http://www.businessknowhow.com/marketing/businessnegotiation.htm Art of Negotiation http://www.huffingtonpost.com/maryellen-tribby/negotiation_b_3605194.html Negotiating what you want https://www.youtube.com/watch?v=MXFpOWDAhvM How to negotiate https://www.youtube.com/watch?v=rCmvMDrCWjs The Art of Negotiation https://www.youtube.com/watch?v=pjlPgJ1wBdM What the do not teach in business school https://www.youtube.com/watch?v=mHVJF9VaWfo
Assessment Methods Nr Type of assignment Share (%) of the final grade 1. Work in group, projects, simulations. Presentation of contribution activity in the classroom 30 20 2. individual tasks, testing, 3. 4. 5. 6. Class activity Class Attendance Final Exam Total 5 5 40 100
