Infopaket

International Business Negotiations

ВБ 1.01

Вибіркова дисципліна для ОП

First

2021/2022

5 Semester

3

Know the basic elements and system of preparation of the negotiation process; concepts, principles, and forms of negotiations; technical methods of negotiation. Be able to analyze the practice of the negotiation process and the peculiarities of the preparation and conduct of negotiations at the commercial, governmental, and international levels. Understand the importance of preparation and planning of negotiations, the actual process and steps of the negotiation process, the importance of the communication component. Develop a rationale and provide methods for assessing ways to monitor the practice of its implementation in high risk. To use the basic theoretical and practical approaches during business negotiations, as well as basic skills and techniques in the field of business negotiations, to find the best solutions to the formulated problems in a predetermined time.

The discipline is based on and works closely with such disciplines as: "International Business", "Project Management", "Pricing in World Commodity Markets", "International Investment Management".

Thematic plan of the discipline: 1. Fundamentals of the negotiation process 2. Systematic practice in the preparation for negotiations 3. Negotiation process (preliminary stage and implementation stage) 4. Negotiation process (final stage) 5. Socio-psychological factors of negotiations 6. Business protocol and etiquette in the negotiation process

1. Бакшт К.А. Большие контракты: переговоры о цене; конкурентные войны; дожим сделок: финальная стадия переговоров. – СПб.: Питер, 2017. 2. Василенко И.А. Переговоры c восточными партнерами: модели, стратегии, социокультурные традиции. – М. Международные отношения, 2016. 3. Восс К. Переговоры без компромиссов. Веди переговоры так, словно от них зависит твоя жизнь. – М.: Эксмо, 2017. 4.Льюис Р.Д. Столкновение культур: путеводитель для всех, кто делает бизнес за границей. – М.: Манн, Иванов и Фербер, 2013. 5.Фишер Р., Юри У., Паттон Б. Переговоры без поражения. Гарвардский метод. – М.: Манн, Иванов и Фербер, 2017. 6.Henry K. H. Business Negotiations in China - Published November 27, 2017 by Routledge

Lectures, seminars, personnel tasks

The form of final control is a credit. The credit assessment consists of the following aspects: work in practical classes - up to 40 points; essays - up to 10 points; modular tests - up to 20 points. The maximum number of points that a student can score is 100 points.

Ukrainian