国际商务谈判（英文版）-课件 Topic 0-Course Introduction

Zening

SongFall

2023Zening

SongPhDin

EconomicsAssociateProf.atIBS,

BFSUAssociateDean(international

collaborations)

DeputyChair,ChinaAssociationofInternationalBusinessNegotiation

2What

is

a

negotiation?Negotiationasafactof

lifeNegotiationasacoremanagementcompetence4Common

FailuresSettlingfortoolittle(winner’s

curse)Settling

for

terms

that

are

worse

than

ifyouhadn’tnegotiated(agreement

bias)Walkingawayfromthetable

(hubris)Leavingmoneyonthetable

(lose-losenegotiation)7Whyaren’twebetter?Notwonegotiationsare

alike.Experienceisnot

enough.Mostofusdon’tnaturallytryoutnewtechniques

and

experiment

with

other

styles.8Learning

ObjectivesOvercomehabitualpatternsof

respondingImproveyourabilitytoanalyzethenegotiationsituation

and

learn

how

to

develop

a

strategic

planof

actionImprove

your

ability

to

understand

and

predict

thebehaviorofindividuals,groups,andorganizationsinwidevarietyofmixed-motive

situations.Learntomanageconflict,andimprove

yourcommunicationandlistening

skills9Syllabus--Course

outlineWeekTopicsWeek1-3PART

IEssentialsof

negotiationEssentialToolsofAnalysisPreparationWeek4-9PART

IIAdvanced

negotiationskillsDistributive

NegotiationIntegrative

NegotiationNegotiatingStylesProblem-solvingTrustandRelationshipEthicalConsiderationsWeek11-14PART

IIISpecialscenarios

andnegotiating

globallyPowerinNegotiationCross-cultural

NegotiationTeam-basednegotiationMultiparty

NegotiationsWeek

15-16CourseWrap-upandVirtualsimulation13Syllabus

--AssessmentAssignmentsand

PercentageCategories%AssignmentsPlanningDocument5%ReflectionJournal15%Participationand

AttendanceAttendance10%ParticipationandPeer

Evaluation20%FinalExamFinalexam(5-6essayquestions)50%Total100%12Syllabus--Recommended

materialsSongZ.&LianZ.(2023),InternationalbusinessNegotiation,ChinaRenminUniversityPressFisher,Ury&Patton,GettingtoYES:Negotiat