- •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 “a Captain or a Soldier.”
Friendship for you is __
cooperation
support
altruism
A real artist (painter) must have first of all __
talent
resolution
preparation (training)
At the party you often feel yourself as a __
“cock”
“hen”
“chicken”
If you were a geometrical figure, you would be a __
cylinder
sphere
cube
When you like a man (woman), you __
make “the first step”
wait until he (she) makes “the first step”
make “small steps”
You bump into an incident (not only while driving) and __
“hinder” (pull over)
speed
don’t know what to do
If you speak on public, you feel that :
you are listened to
you are criticized
you are confused
It’s better to take __ friends in the expedition.
A) strong
B) clever
C) experienced
To tell the truth, Cinderella was __
A. an unhappy girl
B. a cunning careerist
C. a grumbler
10. How do you describe your life?
a game of chess
a match of boxing
a game of poker
№ |
A |
B |
C |
1 |
3 |
2 |
1 |
2 |
3 |
2 |
1 |
3 |
3 |
2 |
1 |
4 |
1 |
3 |
2 |
5 |
3 |
2 |
1 |
6 |
3 |
2 |
1 |
7 |
3 |
2 |
1 |
8 |
3 |
2 |
1 |
9 |
1 |
3 |
2 |
10 |
2 |
1 |
3 |
The Results
--If you got not more than 16 points, you are just a soldier. You respect other people too much and because of it are unable to command and compete successfully. It’s necessary to bear other peoples’ problems. Before summing up the results, analyze how often your attempts to rule fail. If you feel yourself perfectly without leading, stay aside from the events. Really. Its not bad but quiet.
--If you got from 17 to 23 points, you are a junior officer. It is a very uncomfortable position: “between the hammer and the anvil”. You hardly make decisions at work. You are either a chief a little or an army a little bit. Your arguments are too rational and are based only on your own experience.
--If you got more than 24. You are a GENERAL, from the childhood you offered your help in public affairs. During the years your influence on people has increased and revealed in difficult times. If you are ambitious and aren’t afraid of work, this gift can rise you very high. If not – content yourself with the fact that you are considered to be a good friend, advisor and you are always in the centre of everybody’s attention at the parties.
Lecture 7. Turning points in international negotiations
The main points of the lecture.
1. The concept of international negotiations. International negotiation is a dynamic process. Outcomes develop from patterned exchanges between negotiating parities and their constituencies.
2. The concept of turning points. They are indicated by such keys events as resolving an impasse, signing a framework agreement, developing formulas and then bargaining over details, and absorbing events outside the talks by changing evaluations of the terms on the table or resolving the decision dilemma in the endgame.
3. Case chronologies: process tracing. Turning points are understood in relation to a chronology of events through the course of a negotiation.
4. Analysis of turning points. The framework for analyzing turning points consists of three variables: precipitants, departures in the process, and consequences.
5. Types of negotiation. The cases are categorized by issue area as security, political / environmental, or trade / economic.