- •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
2. Study the description of corporative codes and give your own examples. Corporative Ethical Codes
The first ethical corporative codes appeared in the USA in the beginning of the 20th century. First they contained only norms and rules of communication with customers and clients. Top managers were the first authors of the codes. The text of the code was accepted by the Board of the managers. The most of the companies punished their employees for the following things:
accepting of the bribe;
advice to take or to give the bribe;
taking expensive presents;
personal behaviour that can harm the company;
usage of the information in the personal interests;
not ethical behaviour;
falsification of the information concerning the company.
The most of American corporative codes consist of three main parts:
the employees should be more loyal to their company and defend the interests of the company rather than their own.
the employees don’t have any right to make decisions that can be dangerous for the company.
the employees’ behaviour must be careful, respectful and ethical towards the customers and the clients.
Today about 97% of American big companies and the half of the small businesses have such ethical codes of rules.
Ethical Code of “Coca Cola Company”
The code consists of five parts:
The first part regulates accounting.
The second part describes potential conflicts which may take place among the employees.
The third part regulates interactions of the company with officials, partners, suppliers and customers.
The fourth part is devoted to the political views of the employees. They must not do any harm to the activity of the company.
The fifth part consists of recommendations how to realize the rules of the code.
The role of these ethical codes in the USA is rather high but they are not effective in the struggle with the disturbers of professional ethics because they are only recommendations.
Professional Codes
Professional codes appeared in the beginning of 1920s and developed very quickly. American minister of trade Guver was the initiator of professional codes.
Mainly professional codes are devoted to the relationships of the partners, customers and suppliers. A little attention is paid to the employees.
In Russia we have a little experience of making up professional codes. The authors of the codes are guided by American model. But there are a few examples of professional codes in Russia.
Russian National Code of the Work in the Field of Computer Science and Telecommunications
The code was accepted in 1996. The main rules and statements are:
don’t make (copy) and don’t use software and hardware without license and agreeing of the owner;
don’t break the law concerning copyright;
don’t break information systems and database;
don’t use abbreviations of other companies without their agreeing;
don’t make any profit from using the brands that belong to other companies.