Business Negotiation for Doing Business (SBUEK_225)
About Study Course
Objective
The aim of the course is to develop an understanding of business negotiation concepts and business negotiation strategies defined in negotiation theory, as well as to develop business negotiation skills to achieve business goals. Students will be introduced to the stages of the business negotiation process, factors influencing the results of business negotiations, as well as such aspects of business negotiations as the goals setting, parties and power, interests and decision making, trust, a deal, its conclusion and evaluation, business negotiation environment, etc. By investigating the typical business negotiation situations, students will gain insight into the practical implementation of the business negotiation process, using the business negotiation strategies developed in the negotiation theory.
As a result of the course, students must be able to recognize the frameworks of integrative and distributive business negotiations, be able to identify appropriate business negotiation strategies, as well as be able to choose effective action to resolve conflicts, as well as overcome deadlocks into business negotiations and avoid most common mistakes using prevention options. To achieve this goal, the course content is based on a multidisciplinary approach that incorporates management, business, legal and psychological perspectives on business negotiations.
Prerequisites
Basics of enterpreneurship, basics in business communicatin
Learning outcomes
Understanding the rationale behind main concepts in negotiation theory;
Differentiating between integrative and distributive negotiation concepts;
Knowledge of the stages of the process of business negotiations and the management of business negotiations as a business process in a company;
Knowledge of business-specific types of business negotiations;
Being able to independently assess the rational behind ethical issues of business negotiations.
Understanding of psychological aspects and cultural differences in business negotiations.
Feasibility study of business negotiations, collection and analysis of information.
Planning of business negotiations, development of strategy, including goalsetting, identification of interests, development of alternatives, setting negotiation agenda .
Conducting business negotiations, creating discussions, overcoming deadlocks.
Managing emotions in business negotiations, making contact in business negotiations.
Reaching a deal, fixing the results.
Developing a habit of self-reflection to further improvement of business negotiation skills.
Ability to advocate efectively once own (or companies` ) interests in busines negotiations. Ability to navigate through negotiatin process phases and manage negotiations as a business process in a company. Being able to keep the stance in business negotiations. Being fit to evalute special cases of enterpreneural negotiatins.
Study course planning
| Study programme | Study semester | Program level | Study course category | Lecturers | Schedule |
|---|---|---|---|---|---|
| Elective courses, C-kursi | 1 | Free choice |
