- •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
Questions for discussion
What do you need to be an effective negotiator?
What negotiating rules do you know? Which of them are the most useful?
What do you do to change somebody’s mind?
Who is better in negotiations (a man or a woman)?
Give the examples of gender inequality in our society.
Do you think if the compromise is important in everyday life and in negotiations?
How can the knowledge of negotiations help you in everyday life?
Is it necessary to know your limits in everyday life and in negotiations? Explain your opinion.
Negotiation is art. Do you agree with this statement?
10. Characterize all the negotiating outcomes. Which one is the most appropriate? Explain your opinion.