- •Lecture 1. Theoretical basis of negotiations
- •Seminar 1.
- •1. Let’s get acquainted astrological signs
- •2. 10 Tips for successful negotiations.
- •1. Be prepared
- •2. Understand the needs of your partners
- •10. Quit while you are ahead
- •3. What experienced negotiator must do.
- •Lecture 2. Negotiations
- •Seminar 2
- •The art of negotiation
- •How to change somebody’s mind
- •Making the deal: Women as negotiators
- •4. Women negotiators: Unleash your innate skills
- •6. Strategies of success formulated by world-known women
- •Lecture 3. Strategy and tactics
- •Seminar 3
- •The most powerful persuasion skill you will ever learn (criteria elicitation)
- •2. Negotiation: How to be right without making other people wrong
- •3.Negotiating skills: ask for more than you expect to get
- •Test “Do people like you?”
- •Count the sum. Excellent ---- 85-100
- •Lecture 4. Cross- cultural negotiations
- •Coping with Culture.
- •Seminar 4
- •Cross cultural aspects
- •2. Don’t be afraid of silence
- •3. National Styles of Negotiations
- •1. English 2. Chinese 3. American 4. French 5. Arabic
- •6. Spanish 7. Japanese 8. Italian 9. German
- •Test “Are you able to succeed in your life?”
- •The results
- •The results.
- •Lectures 5 & 6. A suggested model of negotiations
- •A suggested model of international negotiation
- •Seminar 5
- •1. Negotiating tactics: don’t let "good guy – bad guy" control the sales negotiation
- •2. Avoiding and accommodating in negotiation
- •Seminar 6
- •1. Determine your rate and negotiate carefully with unreasonable clients
- •2. Study the description of corporative codes and give your own examples. Corporative Ethical Codes
- •Ethical Code of “Coca Cola Company”
- •Professional Codes
- •Russian National Code of the Work in the Field of Computer Science and Telecommunications
- •Test “a Captain or a Soldier.”
- •The Results
- •Lecture 7. Turning points in international negotiations
- •Seminar 7
- •1. Let’s make a deal
- •2. Negotiation: forcing versus compromising
- •Test “How good are you at managing conflict”?
- •Lecture 8. Intergroup negotiations
- •Seminar 8
- •10 Qualities managers are looking for in hiring you
- •Games are a reflection of behaviour
- •Questions for discussion
Test “Are you able to succeed in your life?”
Read the following questions and choose those variants which are similar to your opinion.
What would you prefer…
to be a captain of the merchant ship,
to be an astronaut,
to be a musician?
If you see a person in a dangerous situation, you…
try to save a person even if it is risky,
think how to save him,
ask somebody to help you?
What game do you prefer…
poker,
pool,
solving puzzles, crosswords?
When the phone rings, you think that…
you are wanted by your colleagues,
your friend has recollected you,
something bad has happened?
If you have to go to the important meeting, you…
go there in the everyday suit,
wear something special,
think only about its agenda?
If an old person tells you about his life, you…
ask for the details,
are bored,
interrupt him or go away?
If you are in a party, you…
enjoy it,
are bored,
think only about your problems?
If you have to go on business, you…
tell about it to your relatives,
don’t tell anything to your relatives,
tell only that you have to leave for some time?
If you got into an incident, you would…
advise with the colleagues and friends,
tell about your problems to your relatives,
don’t tell anything to anybody?
If you need to buy a painting, you prefer…
it in a style of abstract art,
it in a style of impressionism,
it in a style of traditional realism?
Having noticed that something at your table is missing…
you start looking for it,
you think that somebody has stolen it,
you have forgotten about it at once and started working?
You are in a strange city and you have a little free time, you…
go to the museum,
study the map of the city and think what to see,
go to the hotel to have a rest?
You are engaged in the debate and you…
defend your point of view until your opponents agree with you,
find a compromise decision,
try to agree with the others?
Looking at the old family photo…
you feel nervous,
it seems you funny,
you feel yourself badly?
Having revealed before the meeting that you forgot to take the necessary documents, you…
return home very quickly to take them,
rely on your memory and ability to improvise,
refuse taking part in the meeting?
You wake up in the morning and feel…
cheerfulness,
envy to sleeping people,
willingness to work without any efforts?
You spend your free time…
going in for sport,
meeting with your friends,
reading?
In the case of economic crisis, you…
think of the variants of the possible benefits,
worry about possible social consequences,
refuse your plans and wait for the development of the events?
You prefer…
to stay alone,
to spend the time with the family,
to spend the time with the friends?
During the snowstorm only your car works, you…
go on driving and don’t pay attention to other people,
invite to your car as many people as possible,
invite to your car people only of your social status?