- •Content module 1. Theoretical aspects of business protocol theme 1. Preparation and organization of negotiations
- •1. Business letters – the beginning of business relationships
- •2.Cultures in negotiating
- •3.Country specific negotiating styles
- •1. Business letters – the beginning of business relationships
- •2.Cultures in negotiating
- •1. Language
- •2. Expectations
- •3. Preparation
- •4. Attendance
- •5. Punctuality
- •6. Agenda
- •7. Chair
- •8. Participation
- •9. Consensus
- •10. Follow-up
- •3.Country specific negotiating styles
- •Interpersonal Relationships
- •Theme 2. The negotiating worksheets
- •2.Notes during negotiations
- •3.Minutes and reports
- •Points to remember about minutes
- •Key verbs
- •Special reports
- •Technical terms
- •Theme 3. Negotiations – an integral part of successful business
- •Effect on Customers
- •Inter- an-company negotiations
- •2.Types of negotiations and main negotiating process approaches
- •3.The phases of negotiations
- •Features of adversarial bargaining
- •Features of co-operative bargaining
- •4. Planning negotiation
- •Objectives
- •Information
- •Concessions
- •Strategy
- •5. Opening Negotiations
- •Content module 2. Practice of business protocol theme 4. The negotiation process
- •People who are successful negotiators have a well thought out strategy before going
- •Stage 1. Establish the issues
- •Stage 2. Gather information is a vital part of the negotiation
- •Stage 3. Build a solution
- •Interpersonal Power
- •3. Behavioural analysis
- •4. How to deal with behaviour styles Some ideas for dealing with the different types
- •2. Negotiating tactics
- •The monkey on the back
- •The use of higher authority
- •Nibbling
- •The good guy and the bad guy
- •Body language
- •The use of silence
- •The vice
- •The power of legitimacy
- •The low key approach
- •2. The Flinch
- •3. Deferring to higher authority
- •4. Good Guy, Bad guy
- •6. The hot potato
- •7. Splitting the difference
- •8. The trade off
- •9. Funny money
- •10. The walk away
- •11. Delaying & stalling
- •13. Personal attacks
- •14. The withdrawn offer
- •3. Batna - Fall-back situations
- •4. Movement and concessions Making the First Move
- •Further Movement and Concessions
- •Bargaining
- •Theme 6. Closing negotiations
- •Overcoming the price objection
- •2. Reaching agreement
- •3. Conflicts and how to arrange them
- •4. The closing stages
- •5.Concluding a contract
- •Supplement - behaviour in negotiations
- •Literature і. Основна література
- •Іі. Додаткова література
- •Ііі. Нормативні матеріали Міністерства освіти і науки України та Донецького національного університету економіки і торгівлі імені Михайла Туган-Барановського
Іі. Додаткова література
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