《商务谈判》课程教学大纲英文版

1、Syllabus of Business NegotiationCourse Name: International Business Communication Course Code:Credits: 2.0Total credit hours: 32Lecture Hours： 32 hoursExperiment Hours： 0Programming Hours：Practice Hours：Total Number of Experimental(Programming)Projects, among which, Compulsory (), Optional ().School

2、: 08 School of BusinessTarget Major: International Economic and TradeI、Course Nature & AimsBusiness Negotiation is a professional elective course, mainly for students majoring in international economics and tradc.This course lays equal emphasis on the theory and professional skill training. This cou

3、rse focuses on practical cases and role play teaching. The purpose of the course is to train students to effectively communicate and negotiate with business partners in the international economic and trade environment and apply what they have learned. Through the study of this course, students aware

4、ness of business communication has been further enhanced and their negotiation ability has been improved. From a systematic perspective, business negotiation cultivates students ability io apply comprehensive knowledge to achieve more and with good analysis skill. Students have better chance to be c

5、ompetitive and succeed.II、Course ObjectivesMoral Education and Character Cultivation.This course focuses on understanding the laws of Business Negotiation, cultivate students learning ability, thinking ability and observation sense. During the learning process, it helps students to establish more cl

6、ear life outlook, world view and values, guides students to positively communicate thoughts and behaviors, and builds full confidence in Chinas System. Culture, Direction and Theoi-y. In IBC, it integrates the spirit of 19th National Congress of the Communist Party of China and Chainnan Xis Report e

7、ssences of National Conference on Education into the teaching content for students ideological and moral qualities, political sense and a new era of knowledgeable talents. IBC help students to establish scientific thinking method and the courage to face challenges.Course objectivesThrough the study

8、of this course, students qualities, skills, knowledge and abilities obtained are as follows：Objective 1. Negotiation Concepts BuildingTo enable students to understand and master the basic theories and core concepts of business negotiation:To establish a clear outlook on life, values and world, with

9、the ability to apply comprehensive knowledge and critical thinking ability, laying the foundation for establishing a correct direction of life and career.Objectives 2. Negotiation Tactics MethodsTo make students familiar with and master the important strategies and methods of business ncgolialion;Un

10、dcrstand ihc strategy and tactics of dislribulive and inlegralivc ncgolialion. Be able to make plan based on strategy and stay practical and be a lifelong learner.Objective 3. Negotiation Abilities EnhancementStudents are required to understand and be able to use business negotiation tactics, unders

11、tand the nature of negotiation, understand the interdependent relationship between negotiation parties, and achieve more negotiation value between adjustment, value creation before value claiming.Objective 4. Innovative thinking and skills DevelopmentAble to understand the business negotiation law,

12、be good at transforming distributive negotiation into niutualiy beneficial integrative negotiation, and be able to apply the eight major negotiation hardball tactics appropriately. Students arc more open-minded with creative thinking and ncgotiaiion skills after learning this course.Supporting for G

13、raduation RequirementsThe graduation requirements supported by course objectives are mainly reflected in the graduation requirements as follows:Supporting for Graduation RequirementsCourseObjectivesGraduationRequirementsIndices and Contents Supporting for Graduation RequirementsTeachingTopicsLevel o

14、fSupportIndicesContents11.Basic values andliteracy1-1Have a firm political orientation, love ihe motherland, support the leadership of the communist party of China, master the theoretical system of socialism with Chinese characterisiics.Chapter1-4H.1-2Firmly establish a correct world outlook, outloo

15、k on life and view of tnuh.H.1-3Have a good ideological and moral character, inoral cultivation and dedication, hard work, unity and cooperation.H.2.Comprchcnsiveknowledge and ability2-3Understand (he concept of iniernalional economy and trade and its embodiment in specific fields, and be able to an

16、alyze and deal with (he business;M3.Critical thinking3-1Critical thinking ability to recognize, analyze and solve problems independently.H.skills.3-2Able to make logical analysis and judgment of problems and viewpoints in theory and practice with the knowledge learned, and able to give constructive

17、opinions and solutions.H.24. Practical ability.4-1Be able to flexibly use the professional knowledge in practice.Chapter2-3H.4-2Be able to screen, sort and process all kinds of domestic and foreign economic information, so as to solve practical problems and provide countermeasures and Suggestions.M4

18、-3Able to use professional theoretical knowledge and modern economics research methods to analyze and solve practical problems, with a certain degree of scientific research ability.M5. Data analysis ability5-1Skilled use of computer hardware, questionnaire star software and other services to engage

19、in business work.M6. Lifelong learning ability6-1Can learn actively, have initiative in the learning process, can master effective learning methods, and actively accept lifelong education.H.6-2Have good writing ability, able to skillfully use the theory and practice knowledge.H.37. Communicationskil

20、ls7-1Have good language skills and be able (o communicate and express in two foreign languages.Chapter2-3H.7-2In order (o adapt to the changes in the international market, we should have the necessary communication and cooperation capabilities and communication skills.H.7-3Understand the history and

21、 trends of economic development at home and abroad, have interpersonal skills and cross-cultural communication skills, understand and respect the differences between different cultures, and flexibly use knowledge and skills for cross-cultural communication.H.8. Innovation and entrepreneurship.8-1Not

22、 only has the innovation consciousness, has the innovation ability and the entrepreneurial ability.Chapter2-3H.8-3Have professional sensitivity, in the fierce market competition and international competition dare to innovate, good at innovation.M9. Practical ability in international trade9-1Combine

23、business communication and other courses to carry out international trade activities.M10. Professionalcompetence10-2Ability to develop, design, plan and execute in the field of international investment based on management and economic theory.M411: ability to adapt to society11-2Be able to use modern

24、 technology to study independently.Chapter 4H.11-3Adapt to the objective situation of rapid development of economic theory and practice and keep pace with The Times.M12. Ability of organization and management.13-1Have certain organization and coordination ability and team work ability.H.13-2Able to

25、share and cooperate with others.H.13-3Good at organization and decision making.H.HI、Basic Course ContentThe Nature of NegotiationJoe and Sue CarterCharacteristics of a Negotiation SituationInterdependenceMutual AdjustmentValue Claiming and Value CreationConflictEffective Conflict ManagementsummaryTe

26、aching Requirements:leaching requirements: this chapter requires students to understand the nature of negotiation.Understanding negotiation permeates our lives, all the time. Master the four elements of the negotiation process: interdependence, adjustment, value crcalion and claiming. Understand tha

27、t ihc purpose of negotiation is lo crcaie value, lo do whatever is necessary in order to obtain the largest or possible share. Master the four levels of conflict (individual mind, interpersonal, intra-group, intcr-group) and conflicts originated from the interdependent relationships but different go

28、als. This chapter require students to master the methods of conflict management.Key Points：Understand the definition of business negotiationMaster ihc 6 key features of negotiation situationMaster the four elements of the negotiation processValue creation before value claiming is more powerfulAnalyz

29、e the conflict hierarchy in the case of Joe and Hugh carter;Grasp the Dual Concerns Model;Difficult Points：The outcome of negotiation is all net profit! how to effectively manage conflict is not easy. It is difficult for students to have a critical understanding of the whole negotiation picture and

30、essences and how to create the value before value claiming.Strategy and Tactics of Distributive BargainingThe distributive Bargaining SituationTactical TasksPositions Taken during NegotiationCommitnientClosing the DealHardball TacticsDistributive Bargaining Skills applicable to integrative Negotiati

31、onChapter SummaryTeaching Requirements:Distributive Bargaining is the key focus of the semester learning. This chapter requires students to master the basic structure of Distributive Bargaining and a series of coping strategies and tactics. Understand that Distributive Bargaining has a clear startin

32、g point, target point, and refusing point, of which the refusing point is the most critical. The strategy of Good Cop/Bad Cop, Lowball/High ball, Bogey, The Nibble, Chicken, Intimidation, Aggressive Behavior. Snow Job are critical to learn and acquire. Understand that the Distributive Bargaining ski

33、lls applicable to Integrative Negotiations.Key Points：Understand the situation of Distributive Bargaining;Master the tactical tasks of Distributive Bargaining;Leaning the Positions taken during the negotiationsHow to close the negotiation dealsLearn the Eight hardball tactics of Distributive Bargain

34、ing and the countermeasuresUnderstand that Distributive Bargaining strategies apply (o cooperative negotiations Difficult Points：Cognition and application of Distributive Bargaining strategiesAchieve the best negotiation outcome when closing the ncgoliaiionChapter 3: Strategy and Tactics of Integrat

35、ive NegotiationAn overview of the Integrative Negotiation ProcessKey Steps in the Integrative Negotiation ProcessFactors that facilitate successful integrative negotiationWhy integrative negotiation is difficult to achieveTeaching Requirements:This chapter defines Integrative Negotiation, discusses

36、the characteristics and strategies of Integrative Negotiation.Students are required to understand that negotiations should locus on common ground rather than differences, on needs and imerests rather than positions, try to meet the needs of all parties, exchange infonnation and ideas, propose for re

37、ciprocity, and use objective measures of assessment. Understand the basic structure of Integrative Ncgoliation. In order io facilitate Integral!vc Negotiation, students need to understand they need io strive to establish the common goals, stay cooperation, build trust each other and conduct timely c

38、ommunication. Key Points：To implcmenl Integrative Ncgoliation and preparation accordingKey steps in the Integrative Negotiation processUnderstand Substantive Interests, Process interests. Relationship interests and the interests in principlesElements to facilitate Integrative NegotiationDifficult Po

39、ints：Seek win-wins strategies for both sidesApplication of Distributive Bargaining in Integrative NegotiationChapter 4 Negotiation: Strategy and PlanningGoals The Focus that drives a negotiation strategyStrategy - The Overall Plan to achieve ones goalsUnderstanding the flow of Negotiations: Stages a

40、nd PhasesGetting Ready to implement the Strategy: The Planning ProcessTeaching Requirements:This chapter requires students to be able to understand the strategic concept and understand the negotiation model of strategic choice. Planning is an important part of the negotiations.But, for a variety of

41、reasons, negotiators tend to ignore this. An effective negotiation plan enables negotiators to work out the overall framework and process of the negotiation, thus guiding the conclusion of the agreement. This chapter require students plan carefully, understand the key issues in the negotiations, to

42、collect the key problems and understand the complexity of the negotiation set, define the key points of interests, restrictions, and other alternative solutions. Realize the goals need to get achieved and collect the information, recognition of decision makers, etc.Key Points：Define key interests, l

43、imitations, and other optionsFocus on the negotiation goals, strategy and planUnderstand the process and the extremes of the negotiationsImplementation strategy and take reflection on learningDifHcult Points：Effective formulation of negotiation planEffective conclusion of the negotiation agreementCo

44、mpliance drafting of negotiation agrccincnl documentsIV、Table of Credit Hour DistributionTeaching ContentIdeological and Political Integratedlecture HoursExperi ment HoursPracti ce HoursProgra mining HoursScif-stu dy hoursExercis e ClassDiscuss ion HoursChapter 1: The Nature of NegotiationJoe and Su

45、e CarterCharacteristics of a Negotiation SituationInterdependenceMutual Adjustment4Chapter 1: The Nature of Negotiation 1.5 Value Claiming and Value Creation i.6 Conflict1.7 Effective Conflict Management4Chapter 2: Strategy and Tactics ofDistributive BargainingThe distributive BargainingSituationTac

46、tical TasksPositions Taken during NegotiationCommitment4Chapter 2: Strategy and Tactics of Distributive BargainingClosing the DealHardball TacticsDistributive Bargaining Skills applicable to integrative Negotiation4Chapter 3: Strategy and Tactics of Integrative NegotiationAn overview of the Integrat

47、iveNcgolialion ProcessKey Steps in the IntegrativeNegotiation Process4Chapter 3: Strategy and Tactics of Integrative NegotiationFactors that facilitate successful integrative negotiationWhy integrative negotiation is difficult to achieve4Chapter 4 Negotiation: Strategy and PlanningGoals - The Focus

48、that drives a negotiation strategyStrategy - The Overall Plan io achieve ones goals4Chapter 4 Negotiation: Strategy and PlanningUnderstanding the flow of Negotiations: Stages and PhasesGelling Ready lo implement theStrategy: The Planning Process4Total32Sum32V、Summary of Experimental (Programming) Pr

49、ojectsN/A No experiment (programming) sessionVI、Teaching MethodClassroom teaching: this course is mainly taught by the teacher, supplemented by self-study and homework based on the course video materials.The teaching process integrates multimedia teaching, teacher-student interaction, and heuristic

50、teaching.Discussion teaching: according lo the specific leaching content of appropriate discussion activities. The teacher provides discussion questions, and the students take the group as the unit to prepare after class, and then conduct the class discussion, so as to improve the students teamwork

51、ability.Blended teaching: based on the mooc platfonn of jiangnan university, the teaching process is interleaved with some online and offline blended teaching, and some students learn independently.Heuristic teaching: based on the important knowledge points, the teaching method of raising questions,

52、 analyzing problems and solving problems is adopted to cultivate students corresponding ability subtly.Emphasize the importance of practical experience and learn by doing.VDn Course Assessment and Achievement EvaluationAssessment Methods： checkExamination Formats： open-bookGrading Methods： Five-leve

53、l SystemAssessment contents, emphasis the students ability to acquire knowledge, apply knowledge to analyze and solve problem ability, practical ability and innovation ability, etc., using a variety of forms (written test, road show, viable business plan writing, bidding meeting organization, flip a

54、nd discussion during class and value creation skills, etc.), multiple stages (such as test at ordinary times, job evaluation, etc.) the whole process of the assessment.Course assessment content, assessment form and support course objectivesVi、Course ResourcesCourse Objectives (Indices)Assessment ContentAssessment Formats and Proportion (%)GradingClassroomQuestioningAssignmentEvaluationRou tine TestExperimentReportTermRepor