Syllabus-of-International-Business-Negotiation.docx

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1、Syllabus of International Business NegotiationCourse Code: MGT4103ETotal Teaching Hours: 48Total Credits: 3Pre-required Courses: Principles of Marketing, International business Law, Management PsychologyCourse DescriptionThis is an introduction to the art and science of negotiating. Course includes

2、both theoretical and professional readings. Negotiation is placed within the context of decision-making behavior, as defined in the psychology literature. Comparisons are made between nwestern* and eastern” modes of negotiating, including reference to the san shi liu jin. Students will conduct one-o

3、n-one negotiations in class. This course references negotiations within the context of labor-management contracts and group negotiation, but is not focused on those skills.Required Texts & MaterialsNegotiation (6th edition) by Roy J. Lewicki, Bruce Barry, and David M. Saunders. McGraw Hill Irwin, 20

4、10. Selected chapters.Getting to Yes by Roger Fisher, William Ury, and Bruce Patton. 2nd Edition. New York: Penguin Books, 1991 (paperback) (or whatever later edition you can find)A Chinese language edition is available.Course ScheduleWeekTopics1Overview: Theory of Conflict & Bargaining2Decision-mak

5、ing Under Stress - A Model3Chinese management articles4Theory and Practice- Distributive Bargaining5Negotiation in Class - buying/selling a bicycle6Exam on Distributive Bargaining; Negotiating Strategy and Planning7In-class Negotiation - Renting an Apartment8Theory and Practice- Integrative Bargaini

6、ng9In-class Negotiation - Pakistani Prunes10Exam on Integrative Bargaining11Negotiation Subprocesses12In-class negotiation -Island Cruise13Cultural Concepts, The Chinese Concept14In class negotiation - 500 English Sentences; Individual Differences and Power15Resolving Differences, Escalation, and Co

7、mmunication16In class negotiation - Sick Leave; salary Negotiation; Sick Leave, number 2; Summing UpGradingHomework Assignments, Quizzes and Class Participation, etc. 67%Final Exam33%The grades will be assigned as follows:90-100A80-89B70-79C60-69D0-59 FAssessmentsHomework Assignments- Please note th

8、at participation outside of class for assignments is as critical as in class, not only for your grade but for the successful completion of negotiations with other students. Failure to prepare for negotiations ahead of time, or failure to complete negotiations as required outside of class is a big pr

9、oblem.I may ask you to write a short summary of each negotiation before we do it in class. If you do not do it, or if it is copied, then you will not be permitted to do the negotiation in class. You will receive an absence for that class.Final Exam - The written, close-textbook final exam will be gi

10、ven at end of the semester. The exam duration is 2 hours. The final exams will focus on the text, lectures and homework assignments.Class AttendanceSchool policy dictates that attendance is mandatory. You should come to every class on time, stay for the entire class, and be attentive during the clas

11、s unless you have a family or health related emergency. If you do miss a class it is your responsibility to get lecture notes and assignments from another student. If you miss more than three classes the Instructor reserves the right to drop you from the course.Class PreparationAs a guideline, you s

12、hould expect to spend at least 3 hours per week preparing for class. I will let you know what we will study next week. Please have all readings for a class completed prior to the class meeting. Do not get behind. You need to spend significant time on class preparation before every class rather than letting work pile up.