- •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
The results
Answer
|
Question 1 2 3 4 5 6 7 8 9 10 |
A B C
|
10 5 5 3 5 10 10 10 3 3 5 10 10 10 10 3 3 3 5 10 3 3 3 5 3 5 5 5 10 5 |
|
11 12 13 14 15 16 17 18 19 20 |
A B C |
5 5 5 10 5 10 5 10 3 3 3 10 10 5 10 3 10 3 5 10 10 3 3 3 3 5 3 5 10 5
|
The results.
140 – 200
You have possibilities to succeed in your life. In your character there is good equilibrium between the instinct and the sense, between private and public life, between action and thinking.
70 - 139
Generally, you have those features of the character that are necessary to gain a foothold in the society. But you have to control yourself and don’t allow various “conflict situations” influence your life.
60 – 69
You need great belief and openness to the people. In this case you will be able to realize your ideas and capabilities.
Lectures 5 & 6. A suggested model of negotiations
The main points of the lecture.
The aspects of the international negotiations. They are more distinct than appears at first glance, but they are also interrelated, since the second depends on the first.
The purpose of negotiations is to secure for the participants maximum benefits at minimum risk.
The dilemma of need. Those parties who most need international negotiation as a means of settling disputes are the parties with the least chance of securing it.
A suggested model of international negotiation
1. Prenegotiation Phase |
2.Negotiation Phase |
3. Agreement Phase |
4. Implementation Phase |
|
A. The parties: 1.Individual parties 2.Symmetrical negotiations 3. Friendly parties 4.Bilateral or polarized multilateral negotiations B. The proposals: 1. Goals desired over the long term 2.General proposals 3.Moderate change in the status quo
C.The compromise: 1.A trade of similar goods 2. A future focus 3. "Upgrading the common interest"
D. The aftereffects: 1. Capability for legitimation to constituencies 2.Noncrisis negotiations
|
A. The settlement: 1. A compromise solution 2. All parties got acceptable satisfaction at tolerable risk 3. Absence of ambiguity and "escape clauses" 4. A settlement on the merits
B. The aftereffects: 1.Moderate change in status quo 2. Terms made legitimate to constituencies 3. Terms allowing task- and issue-expansion: definite obligations and indefinite benefits |
A. Voluntarism, by use of: 1. Symmetrical negotiations 2. Casuistry 3.Expanding benefits
B. The agreement: 1. As one of a series, or one arising by "spillover" 2. Conferral of positive benefits (high satisfaction for participants)
C. Post agreement phase: 1. Maintenance of optimal pressure on participants 2. Absence of reprisals to prevent enforcement 3. Nonoccurrence of outside events to prevent enforcement |