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Lecture 1. Theoretical basis of negotiations

The main points of the lecture.

1. The concept of negotiations. Negotiation is an essential part of the every-day business life. It can take place at any time and in any place. Negotiation is a kind of meeting, but contrary to the latter it may be held in some unexpected and uncomfortable place such as the street or on the stairs. There are several definitions of negotiation. It is said to be "the process for resolving conflict between two or more parties whereby both or all modify their demands to achieve a mutually acceptable compromise". Thus, it is "the process of changing both parties’ views of their ideal outcome into an attainable outcome".

2. The approach in negotiations. There are four main stages of negotiation:

• preparing objectives, information, strategy;

• discussing (argue) and signaling willingness to move;

• propose and bargain;

• close and agree.

3. Characteristics of an effective negotiator. What characteristics should one have to be an effective negotiator. The first and the most important characteristics, from the standpoint of many executives and managers of large corporations, is preparation and planning skills. Interpersonal skills are very important in the negotiation, but what can help a negotiating party while thinking what to do is not an elaborated theory, but rather it is a simple analysis and intuition.

4. Rules of negotiations. Negotiating rules can be classified as "hard rules", "soft rules" and rules without categorization.

Seminar 1.

1. Let’s get acquainted astrological signs

Find your astrological sign, analyze your characteristic, give your opinion about it explaining the reasons. If necessary give additional features of your character.

CAPRICORN

(22 Dec. – 19 Jan.)

Kind, patient, hardworking

AQUARIUS

(20 Jan. – 18 Feb.)

Loyal, kind, critical

PISCES

(19 Feb. – 20 March)

Artistic, creative, quiet

ARIES

(21 Mar. – 19 Apr.)

Brave, honest, serious

TAURUS

(20 Apr. – 20 May)

Reliable, practical, careful

GEMINI

(21 May – 20 June)

Lively, intelligent, selfish

CANCER

(21 June – 22 July)

Romantic, thoughtful, friendly

LEO

(23 July – 22 Aug.)

Happy, generous, emotional

VIRGO

(23 Aug. – 22 Sep.)

Hardworking, honest, sociable

LIBRA

(23 Sep. – 22 Oct.)

Easy-going, optimistic, greedy

SCORPIO

(23 Oct. – 21 Nov.)

Imaginative, enthusiastic, sensitive

SAGITTARIUS

(21 Nov. – 21 Dec.)

Relaxed, generous, careless

1. Articles for discussion.

2. 10 Tips for successful negotiations.

Whether you are working on a joint business venture, a new job, the price of an auto or your child\'s new curfew, negotiation is a key success skill. So how can you improve your negotiation skills? Here are 10 tips - so try to practice in every negotiation.

1. Be prepared

Preparation is the single most important element in successful negotiations. In negotiations, information is power. The more relevant information you have, the better your position is. Preparation for your negotiations can not be overdone. Allow yourself adequate time to prepare.