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Course Name (English)
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INTERNATIONAL BUSINESS NEGOTIATIONS
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| Course Code |
IBM553 |
| Course Description |
The course equips the students with both the analytical tools and techniques and models and practical aspects of international business negotiations. The art of negotiating will be introduced, and cultural awareness in international negotiations is the primary focus of the course. The course deals with international business negotiations skills and the impact and management of cultural differences on international business deals. Specifically, the course will equip students with dynamics strategy and tactics for persuading, coercing, and bargaining through to conclusion. The context and importance of negotiations in several cultures (including different religious contexts) will be explored, and case studies from different cultures and cultural contexts will be examined. |
| Transferable Skills |
1. Social Communication: ability to converse and maintain interactions with others, understand and interchange roles between team leader and team members.
2. Verbal Communication: delivery of clear an defined ideas, confident and convincing in delivery of ideas
3. Scientific Skills: formation of new ideas or solutions, producing alternatives or new solutions |
| Teaching Methodologies |
Lectures, Field Trip, Case Study, Presentation, Role Play, Collaborative Learning |
| CLO |
| CLO1 |
Explain theories and concepts in negotiating, mediating and facilitating in an international context. (LO1) |
| CLO2 |
Analyse problems and issues in cross-cultural communications during business negotiations. (LO17) |
| CLO3 |
Demonstrate listening, observational and verbal skills in business negotiations. (LO4) |
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| Pre-Requisite Courses |
No course recommendations |
| Topics |
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1. Essentials of Negotiation
1.1) 1. Definition and Scope
1.2) 2. Negotiation as Core Management Competency
1.3) 3. Negotiation Traps
1.4) 4. Ineffective Negotiators
1.5) 5. Negotiation Myths
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2. Preparation: What to Do Before Negotiation
2.1) 1. Self-Assessment
2.2) 2. Other Assessment
2.3) 3. Situation Assessment
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3. Distributive and Integrative Negotiations
3.1) 1. Distributive
3.2) 1.1. The Bargaining Zone
3.3) 1.2. Pie-Slicing Strategies
3.4) 1.3. Commonly Asked Questions
3.5) 1.4. Saving Face
3.6) 1.5. Power of Fairness
3.7) 1.6. Wise Pie-Slicing
3.8)
3.9) 2. Integrative
3.10) 2.1. Definition
3.11) 2.2. Win-win Potential
3.12) 2.3. Common Pie-Expanding Errors
3.13) 2.4. Common Win-win Strategies
3.14) 2.5. Effective Pie-Expanding Strategies
3.15) 2.6. Strategic Framework for Reaching Integrative Agreements
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4. Developing Negotiation Style
4.1) 1. Motivational Orientation
4.2) 2. Interests, Rights and Power Model
4.3) 3. Emotions and Emotional Knowledge
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5. Power, Gender and Ethics
5.1) 1. Power
5.2) 2. Gender
5.3) 3. Ethics
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6. Multiple Parties, Coalitions and Teams Negotiation
6.1) 1. Multiparty Negotiations
6.2) 2. Coalitions
6.3) 3. Principal-Agent Negotiations
6.4) 4. Constituent Relationships
6.5) 5. Team Negotiations
6.6) 6. Intergroup Negotiations
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7. Cross-Cultural Negotiations
7.1) 1. About Cultures
7.2) 2. Cultural Values and Negotiation Norms
7.3) 3. Key Challenges of Intercultural Negotiation
7.4) 4. Predictors of Success in Intercultural Interactions
7.5) 5. Advice for Cross-cultural Negotiations
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8. Negotiations via Information Technology
8.1) 1. Place-Time Model of Social Interaction
8.2) 2. Information Technology and Its Effects on Social Behavior
8.3) 3. Strategies for Enhancing Technology-Mediated Negotiations
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| Assessment Breakdown | % |
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| Continuous Assessment | 100.00% |
| Details of Continuous Assessment |
| Assessment Type |
Assessment Description |
% of Total Mark |
CLO |
| Assignment |
Assignment 3 (Individual_End of Chapter Exercises) |
20% |
CLO1
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| Final Test |
Final Test |
30% |
CLO1
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| Group Project |
Assignment 1 (Group_Report) |
30% |
CLO2
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| Presentation |
Assignment 2 (Individual_Presentation) |
20% |
CLO3
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| Reading List | | Recommended Text | - Leigh L. Thompson 2015, The Mind and Heart of the Negotiator, 6 Ed., Pearson Education Limited England [ISBN: 1397812920733]
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| Reference Book Resources | - Fisher R., Ury W., Patton B. 2001, Getting To Yes, Negotiating Agreement Without, Ed., , Penguin [ISBN: ]
- K., Lothar 2006, Negotiating International Business: The Negot, Ed., , BookSurge Publishing [ISBN: ]
- Ray, Ph.D. Rody & Raymond C. Rody 2002, International Business Negotiations, Ed., , Oceanprises [ISBN: ]
- Carell, M, Heavrin, C 2008, Negotiating Essentials, Theory, Skills and P, Pearson Prentice Hall
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| Article/Paper List | This Course does not have any article/paper resources |
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| Other References | This Course does not have any other resources |
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