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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 |
| 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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