《国际商务谈判》教学团队
International Business Negotiation
HE Min
Mar, 11th 2019
COURSE DESCRIPTION
The purpose of this course is to understand the theory and processes of negotiation so that you can negotiate successfully in a variety of settings. It is expected that when this course is completed, students will be able to:
Understand the theory and processes of negotiation so that you can negotiate successfully in a variety of settings
Acquire and improve your skills of negotiation and communication, and broaden your understanding of how to deal with diversity in international negotiation, including the increasing role of English as a lingua franca.
improve your ability to negotiate effectively
analyze negotiation situations
develop a strategic plan for effective negotiation
gain an intellectual understanding of negotiator behavior
gain confidence as a negotiator
This Course includes 4 parts: Theory, Practice, Application and Simulation. The following content will be included: negotiation fundamentals including negotiation theory, strategy, preparation, procedures and structure; negotiation skills and etiquette;culture and negotiation; applications and case studies.
Prescribed Textbook:
International Business Negotiation,Lewicki et al,Renming University Press,6th Edition 2015
Recommended References:
[1]. The Mind and Heart of the Negotiator ,Leigh L. Thompson, QingHua Press, 4th Edition 2010(Chinese Version & English Version).
[2] International Business Negotiation—Theory, Cases and Practices，Yuan Bai, Renming University，3rd Edition 2010(Chinese Version & English Version).
PREREQUISITES
Macroeconomics and Microeconomics, International Trade Theory and Practice,
International Business
CREDITS
2 credits
COURSE SCHEDULE
PART 0: INTRODUCTION:AN OVERVIEW | 2h | |||
PART 1: NEGOTIATION THEORY | Chapter 1:The Development History of Negotiation Theory | 2h | ||
Chapter 2:Negotiation Preparation: What to Do Before Negotiation | 2h | |||
Chapter 3:Negotiation Process and Structure | 2h | |||
Chapter 4:Negotiation Strategy and Tactics | 4h | |||
PART 2: NEGOTIATION PRACTICE | Chapter 5:Negotiation Principles and tactics | 4h | ||
Chapter 6:Negotiations Etiquette | 2h | |||
Chapter 7:Culture Pattern in Negotiation | 2h | |||
PART 3: APPLICATIONS | Case 1:Negotiation on the Establishment of a Joint Venture of Production Base for Waste Tires Disposal | 2h | ||
Case 2:Claim Negotiation on Default of Steel Importation from Russia | 2h | |||
Case 3: Negotiation On Disputes Over Copper Tube Manufacturing Patent | 2h | |||
Presentation: Negotiation Styles | 1.5h | |||
PART 4: SIMULATIONS | Case 1:价格谈判 | 1h | ||
Case 2:纠纷索赔谈判 | 1h | |||
Case 3:合资合营谈判 | 1h | |||
Case 4:文化谈判 | 1h | |||
CONCLUSION | 0.5h | |||
STUDENT ASSESSMENT
Usual-time Mark | Class attendance and participation | 15% |
Homework | 15% | |
Final Mark | Final Simulation | 50% |
Group Presentation or Report | 20% | |
TOTAL | 100% | |
AWARDS
| 时间 | 比赛名称 | 举办单位 | 奖项 |
2013/10 | “12335全国商务知识竞赛” | 商务部 | 陆梅：一等奖；何娟：二等奖； 谢晓莎：三等奖 |
2013/11 | “2013年全国商科院校技能大赛商务谈判网络竞赛” | 全国商业联合会、中国管理现代化研究会国际商务谈判专业委员会 | 团体二等奖 优秀指导教师奖 |
2014/9 | “12335全国商务知识竞赛” | 商务部 | 初赛：王挺：二等奖、未来商务精英银奖 刘屹：三等奖 复赛：团体协作奖、十佳指导老师奖； 张蕊：最具创新奖 |
2014/11 | “北京交大杯”2014未来国际商务谈判精英全国赛 | 中国管理现代化研究会国际商务谈判专业委员会 | 团体二等奖 校浩然：优秀谈判手 |
2015/9 | “12335全国商务知识竞赛” | 商务部 | 初赛： 丰一妮：三等奖、未来商务精英银奖 决赛：团体二等奖、十佳指导老师奖 |
2015/11 | “外经贸杯”2015未来国际商务英语谈判精英赛 | 中国管理现代化研究会国际商务谈判专业委员会 | 团体一等奖、优秀指导教师奖 陈泓鹏：最佳谈判手 |
2018/10 | “北邮杯”2018未来国际商务英语谈判精英赛 | 中国管理现代化研究会国际商务谈判专业委员会 | 团体二等奖 卢健：优秀谈判手 刘宇菲：优秀谈判手 |
INSTRUCTOR
MIN HE
REFERENCES
2. http://www.pon.harvard.edu/Program on Negotiation(PON)at Harvard Law
3. Northwestern University—Kellogg School of Management--Dispute Resolution Research Center
· http://www.kellogg.northwestern.edu/research/drrc.aspx
· http://www.negotiationexercises.com/ http://www.leighthompson.com/index.php/teaching
4. China Trade Research Group (CTRG):
· http://gsgl.shufe.edu.cn/ctrg/show.asp?id=443
· http://sm.shufe.edu.cn/structure/gjmy/xx_127578_1.htm