Course Unit Profile
Course unit title
Name and title of lecturer
Level of course
Semester
Credits
Student working hours
Prerequisites
Language of instruction
Objectives of the course
Should match study program
objectives
Fundamentals of International Negotiation
Julija Kubova
first cycle
4
5
Contact
48
lectures
24
seminars
practical work
16
laboratory work
consultations
8
Student independent 82
work
Total
130
English
Learning outcomes
Assessment methods
A student’s knowledge,
In which activity study results are
comprehension and skills
demonstrated and proved
By using innovative teaching
methods to provide tools and
develop skills of students for
independent business planning
and future business growing in
local and international area by
learning major International
negations essences. To generate
student essential knowledge and
skills in knowing cultural and
social aspects of negotiation in
different countries of the world.
Student’s knowledge,
understanding, skills and
competences (to be specified
in Table 3)
To provide the audience
with theoretical and practical
knowledge of international
business
negotiation
and
develop negotiation skills.
To create an opportunity to
Knowledge of the course of
Test, exercises
negotiation process, methods
to use and strategies
Ability to analyze negotiation
situations and prepare for their Test, role play simulation
adequate conduct. Knowledge
of what strategies to apply and
in what situations, as well as
their impact in negotiations.
1
Activity showcasing, proving
learning outcomes
discuss
relevant
problems
potentially
present
in
negotiations and other questions.
To try out new solutions for
negotiation situations.
Teaching methods
Ability to select appropriate
arguments and apply them.
Ability to assess negotiating
positions and opponent
advantages. Ability to identify
premeditated deceptions and
psychological attacks, and
tactics of positional pressure.
Knowledge of how to manage
emotions and find most
effective solutions.
Knowledge of international
negotiation barriers and
advantages.
Exercises. Role playing, group
assignments, video training.
Practical situation (International
negotiation by e-mail)
The entire course will be divided into three parts of varying
scope:
- Lecturer will provide key theoretical knowledge accompanied
by practical examples to validate this knowledge
- During classes lecturer will present simulations of practical
situations. The audience will have to resolve practically and
simulate different, most frequently occurring complex negotiation
situations. There will be organized discussions in the groups by
analyzing concrete virtual companies and finding general interests
and benefits as the main points for negotiation areas.
- Lecturer will answer questions, briefly analyze situations
given by the audience, conduct discussions.
Course unit content
1. Understating the process of negotiation. Analysis the
aspects of every side in every stage of negotiation.
2. Preparation of every negotiation stage tactics
according to the main negotiation strategy.
Negotiation solution matrix. Finding solutions by
negotiation double matrix (double SWOT, PEST,
alternative solution finding).
3. Communication channel. Control of verbal, nonverbal, inter-verbal communication.
4. Psycho geography of negotiation. Presentation of
negotiation team.
5. Providing suggestions in negotiation.
6. Negotiation principles and negotiation tricks,
manipulation,
protecting
from
negotiation
manipulation and constructive solution-finding in
negotiation process.
2
7. Information presentation and control channels.
8. Negotiation finishing. Scheme of structure of
negotiation results and following steps of
negotiation.
9. International communication and aspects of
negotiations. Learning the similarities and
differences. Preparation of strategy and finding
constructive solutions basing on International culture
and communication awareness.
Name of the topic
List of topics
1. Introduction to the course
2. Understanding the process
of negotiation. Stages of
negotiation. Logical
understanding of every
negotiation stage and its
practical usage in preparing
process for every negotiation.
3. Communicational
channels and different types of
communication.
4.
Contact hours
2
4
4
Negotiating team building. 4
5. Psycho geography of
negotiation and team
presentation in negotiation.
4
6. Providing suggestions in
negotiation in verbal, nonverbal, and inter-verbal forms.
6
3
Independent work
(hours)
2 – Practical
negotiation in
virtual
companies with
analysis
achievements
and mistakes.
2 – plan for the
preparation for a
negotiation.
2- Practical role
giving.
16 - Practical
assignment to
organize a social
project by using
negotiation skills
and making
presentation to
the group and
presenting
review on
negotiation
results.
4 - Concrete
training of
verbal, nonverbal and interverbal
communication:
mail writing, call
communication,
7. Negotiation principles and
negotiation tricks for finding
balance and intercommunicational problems.
6
8. Information presentation
in negotiation using different
channels.
6
9. Creation cooperation plan
by special attention to the first
steps and implementation of
achieved solutions in
negotiation.
10. International negotiation
aspects with a consideration of
International communication
and culture specifics.
4
8
information
presentation and
body language
control.
10 –
Understanding
the tricks of
negotiation and
using them in
every day
negotiations.
18 – Using
presentation of
different
communication
channels in all
other subjects.
10- practical role
play (debates):
What, where,
when, who.
18 – Specifics of
East, West,
North, South.
Specifics of
different
countries and
making a
presentation in
the group on
how to negotiate
in different
countries.
Reading list
Year published
2006
1998
2005
2005
Year published
Author and name of the publication
Publisher
K. Jensen. Derybų vadovas.
Verslo žinios
Rodger Fisher and William Ury, “Getting to yes”, fifth Random house business books,
edition
second edition
Genie Z. Laborde: “Influencing with Integrity“
Crown house publishing
Richard R. Gesteland “Cross-Cultural Business
behaviour”
Additional Reading Resources
Author and name of the publication
4
Copenhagen Business
School Press
Publisher
J.C.Humes. Čerčilio iškalba, Linkolno tvirtybė.
Vaga
William Ury, “Getting past no. Negotiation in difficult Bantam
situations“
2010
Brigid Starkey, Mark A. Boyer, Johnatan Wilkenfield
Rowman and Littlefield
“International negotiation in a complex world”
publishers
2011
Gery Klein, “ Streetlights and Shadows: Searching to the Bradford book
keys for adaptive Decision making”
Written test
Assessment requirements
Two interim assessments, presentation of assignment paper,
Assessment criteria
examination
Activities during the lectures and seminars 0,1 + social project and
Composition of final
review on achieved result 0,3 International presentation and reviee
cumulative grade
on how to negotiate in different countries 0,2 + 0,4 examination
2006
1991
Course unit profile prepared by
Approved by the Committee for
Study Programmes
Lect. Julija Kubova
5