Course Name: Int’l Biz Neg (IBNs)
Course site: http://58.194.177.231/swyy/
Lecturer: WANG Meiling
email: wml4301@hotmail.com
Wang (2005, 2009): chapters Course site:
http://58.194.177.231/swyy/
1.
2.
3.
4.
5.
6.
7.
8.
Introduction
Basics of IBN
Communication
Strategies
Organizing the team
Planning IBNs
Culture and Its Impact on Negotiation
Cultural Awareness in IBNs
9. Negotiating Sales, Export Transactions and
Agency Agreements
10. Cases: Sales Contract and Agency
Agreement
11. Negotiating International Joint Ventures
12. Negotiating Cooperative Ventures (US-Asia
13. A Case of Investment Negotiation
14. Negotiating Licensing Agreements
15. Case: The Takeover Bid
NOW, the Course Setbook
• Lewicki, R. J., Saunders, D. M., Barry, B., &
Minton, J. W. (2008年，中国人民大学出版社).
International Business Negotiation (5th Edition).
Boston: McGraw-Hill Irwin.
AND more about the book
Lewicki, R. J., Litterer, Joseph A., Minton, John W. &
Saunders, D. M. (first published in1985). Negotiation
(1994, 2nd Ed). Boston: McGraw-Hill Irwin. 复旦大学
管理学院International MBA Program（MIT-China
Management Education Project）
Authors’ biodata: Roy J. Lewicki
Roy J. Lewicki is the Dean's Distinguished Teaching
Professor at the Max M. Fisher College of Business,
The Ohio State University. He has authored or
edited 24 books, as well as numerous research
articles. Professor Lewicki received the first David
Bradford Outstanding Educator award from the
Organizational Behavior Teaching Society for his
contributions to the field of teaching in negotiation
and dispute resolution. He has won several teaching
awards at Ohio State, and held visiting faculty
positions at Dartmouth College and Georgetown
University.
Authors’ biodata: Bruce Barry
• Bruce Barry is a professor of Management and
Sociology at Vanderbilt University. His research
on negotiation, influence, ethics, power, and
justice has appeared in numerous scholarly
journals and volumes. Professor Barry is a pastpresident of the International Association for
Conflict Management and a past chair of the
Academy of Management Conflict Management
Division.
Authors’ biodata: David M. Saunders
Dean of the Faculty of Management at the Queen's
University in Ontario, Canada. He has co-authored
several books and articles on negotiation, conflict
resolution, employee voice and organizational
justice. He is also the winner of a distinguished
teacher award and co-developed the McGill
Negotiation Simulator, a computer-based interactive
video simulation of negotiation. Prior to his current
appointment, David was Director of the McGill
MBA Japan program in Tokyo, and he has traveled
extensively throughout Asia and Europe.
A List of Recommended Further Readings(1)
1. 全英主编，《国际商务谈判》,北方交通大学出版社，2003
2. 谢晓莺, 《商务英语谈判》, 中国商务出版社, 2005
3. 汤秀莲主编（王威副主编）. 国际商务谈判(新坐标国际贸易
系列精品教材). 清华大学出版社. 2009年9月.
4. 白远主编. 国际商务谈判-理论案例分析与实践（第二版）
（21世纪国际经济与贸易系列教材）. 2008年7月.
4. 樊建廷和干勤等编著. 商务谈判. 第二版. 东北财经大学出版
社. 2007年2月(2008年7月第18次印刷)
6. 刘向丽主编，《国际商务谈判》，北京：机械工业出版社，
2005
7.
刘宏主编, 《国际商务谈判》，东北财经大学出版社, 2009
1. Curry, Jeffrey, Edmund. A Short Course in International
Negotiating.Novato, CA, USA: World Trade Press, 1999.
2. Fisher, R., W. URY, and B. Patton. Getting to Yes.
Negotiating Agreement Without Giving In. New York:
Penguin, 1995
3. Fleming, P. 1997. Negotiating the Better Deal. London:
International Thomson Business press.
4. Foster D. Bargaining Across Borders: How to Negotiate
Business Successfully Anywhere in the World. London:
MaGraw-Hill, 1992
5. Gesteland, R. R. 2002. Cross-Cultural Business Behavior.
Copenhagen: Copenhagen Business School Press.
6. Ghauri, N. Pervez & Usunier, Jean-Claude. International
Business Negotiations. Ed. Pergamon, 1996
7. Gutterman, Alan. A Short Course in International
Joint Ventures: Negotiating, Forming & Operating the
International JV. Novato, CA, USA: World Trade
Press, 2002
8. Hinkelman, Edward. A Short Course in International
Entrepreneurial Trade. Novato, CA, USA: World
Trade Press, 1999.
9. Lum, Grande. Negotiation Fieldbook.Blacklick, OH,
USA: McGraw-Hill Companies, The, 2004.
10. Maddux, Robert B. Successful Negotiation : Effective
"Win-Win" Strategies and Tactics. Boston, MA. USA:
Course Technology Crisp, 1995.
12. Mills, Harry. Streetsmart Negotiator : How to
Outwit, Outmaneuver, and Outlast Your Opponents.
Saranac Lake, NY, USA: AMACOM, 2005.
13. Rodgers, D. English for International
Negotiations. A Cross-Cultural Case Study
Approach. Cambridge: Cambridge University Press,
1998.
14. Ury, W. 1991. Getting Past No. Negotiating with
difficult people. Sydney, Australia: Random House.
15. Usunier, Jean-Claude. Marketing Across Cultures.
Prentice Hall Europe, 1996
Scholarly Journals and Magazines
Ebrary (www.sdu.edu.cn): EBSChost
1. Negotiation Journal
2. International Negotiation(www.brill.nl/iner)
3. International Business Review
4. Harvard Business Review
5. International Business Studies
www.ftchinese.com (Financial Times中文版）
www.economist.com (The Economist)
Motto
In business life, you don’t get what you deserve,
but get what you negotiate.
Warming-up Ex: Test yourself
•
What does the word “negotiation” mean to
you?
• How frequently do people negotiate?
① Very rarely
② Almost every day
③ A few times each year
Self-assessment: Are you a good negotiator? 1-10 points scale
1. I am sensitive to the needs of others.
2. I will compromise to solve problems when necessary.
3. I have a high tolerance for conflict.
4. I am willing to research and analyze issues fully.
5. Patience is one of my strong points.
6. My tolerance for stress is high.
7. I am a good listener.
8. Personal attack and ridicule do not unduly bother me.
9. I can identify bottom line issues quickly.
Total:
C: How much do you want for that black velvet picture of
Elvis?
K: This one, the one signed by the King himself? I suppose I
could let it go for $500.
C: Whoa! That’s out of my league. (Starts heading toward the
door)
K: Well, seeing that you’re such an aficionado, I’ll give you a
special deal for $425.
C: Well, I am in a rush to get to the airport, so tell you what,
I’ll
give you $175 for it.
K: This is a one-of-a-kind collector’s item. I’ve owned it for
10
years. I could never let it go for less than $350.
C: $200 is my final offer.
Positional bargaining
Case: a wise agreement
Two men were quarrelling in a library. One wants the
window open and the other wants it closed. They bicker
back and forth about how much to leave it open: a crack,
halfway, three quarters of the way. No solution satisfies
them both. The librarian enters. She asks why he wants
the window open: “To get some fresh air.” She asks the
other why he wants it closed: “To avoid the draft.” After
thinking a minute, she opens wide a window in the next
room, bringing in fresh air without a draft.
Win-Win Philosophy?
Assignments: Journal Questions
• How do you define negotiation? How does this
compare to the definitions of negotiation given in
the readings? What are your goals for this class?
How will you assess your own progress?
• Write about a past negotiation in which there was a
good outcome for you. What did you do that was
effective? How could you replicate your success in
other contexts? How do you define a good
outcome for you?