Negocieri In Afaceri.docx

PROGRAMA ANALITICĂ A UNITAŢII DE CURS ”BUSINESS NEGOCIATIONS”

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Aprobat la Consiliul facultăţii Științe Economice proces-verbal nr. 1 din 23.09.2015 Preşedintele Consiliului Drăgălin Iuliana dr.conf.univ.interimar____________________________

Aprobat la şedinţa catedrei „Business şi administrare, REI şi Turism proces-verbal nr. 1 din 22.09.15 Şef catedră, Burlacu Natalia dr.hab., prof.univ. ___________________________________________

Ministerul Educaţiei al Republicii Moldova/Ministry of Education of the Republic of Moldova Universitatea Liberă Internaţională din Moldova/Free International University of Moldova Facultatea Științe Economice/Faculty ofEconomics Catedra Business si Administrare, REI si TURISM/Business and Administration, International Business Department

Programa analitică / Course syllabus Business Negotiations

Autor/ Author: Corina Gribincea, dr.,conf.univ

Chişinău, 2019

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Course Information: Course title:

Business Negotiations

Syllabus authors:

Gribincea Corina;

Course lecturers: Email:

[email protected]

Course code: Formative category of the course (F-fundamental, G-general, S-speciality, U-socio-humanistic, M-leading to master degree): Optional category of the course (O- obligatory, A- optional, L- free choice): Credit value (ECTS): Specialities:

S S

Cycle: Year of study: Semester: Total number of hours: Contact hours: lectures: seminars: Private study hours: Language: Pre-requisite courses:

Bachelor

A 3 BA,REI, Turism, FB,CA III V 90 30 15 15 60 English Foreign languages

Course overview and course goal:

This course will familiarize the student with various negotiation approaches and styles, including knowledge of competitive negotiation techniques and effective responses. The students will: Understand and develop effective strategies for each stage of a negotiation; Explore adversarial and collaborative bargaining ; Understand ethical responsibilities of the lawyer representative; Learn techniques for concluding a negotiation successfully, including crafting durable and enforceable agreements ; Identify cross-cultural challenges that can arise in negotiations; Enhance communication skills, emphasizing effective use of listening, persuasion and relationship-building ; Develop personal grounding techniques and understand how grounding increases efficacy in negotiations ; Strengthen creative ability to expand the range of options for resolving a dispute and to become good negotiators and to represent clients effectively in both transactional and dispute resolution settings, and achieving their business goals ; to develop effective approaches to conducting business and reaching agreement in international business negotiation. Students will be introduced to cross-cultural communication styles, national business expectations, and political interests that may diverge from the familiar and can often impede cross-border agreements. Study outcomes: Co de

Outcomes of study programme

Specific outcomes for the course

Knowledge K Understand the key issues relating to the K competitiveness of international business

Knowledge K 1.1.To understand the concept of business negotiation. K 2.1. To differentiate between different types of negotiation and their uses in international context

K Understand the impact of various economic, K legal, cultural, geographical, and political

K 2.1. To know the stages of negotiation and the way they should be completed.

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systems on international business

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K Understand K organizational

sustainability within contexts, decisions and international business practices

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Abilities

S Apply knowledge and skills to the operation S of an international business

K 2.2. To understand the influence of cultural difference on business negotiation K 3.1.To identify the major implications of negotiations on business development . K 3.2. To understand the impact of different negotiation tactics on negotiation outcomes. Abilities S 1. 1 The ability to apply different tactics of negotiations in order to achieve the goals

1 S Develop strategies to utilize domestic and S foreign government programs, policies, and agencies which facilitate international trade

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S Apply the principles, norms and valuesof ethicswithin theirrigorous S professional

S 2. 1 The ability to develop strategies for an effective negotiation within national and international context. S 2.2. To find solutions for difficult situation emerged during negotiation. S3.1. To understand the limits between the ethical an unethical behavior during negotiation.

workstrategies, effective and accountable

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Competences Collect, process, and interpret data used to C support international business C

Competences C 1. 1 The competence to collect and to interpret data related to interested field necessary for a successful negotiation. C 1.2. To develop strategies for effective negotiation.

C Evaluate the role of economics and business C in the social environment of different cultures

C 2. 1.To apply the critical thinking to understand the limits of the opponent part during negotiation

C Evaluate the implications of international C dimensions and their effects on day-to-day

C 3.1. To formulate the correct goals and BATNA for a sucessful negotiation C3.2. To apply different methods of negotiation for a succesful outcome

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business operations and strategy

Requiered readings: 1.

Salacuse, Jeswald, The Global Negotiator: Making, Managing and Mending Deals Around the World in the Twenty-First Century, Palgrave MacMillan, New York, 2003. 2. Shell, G. Richard, Bargaining for Advantage (2nd edition), 2004 3. Fisher, Roger & William Uri. Getting to Yes (3rd edition), 2007 4. Pruteanu S. Manual de Comunicare si Negocieri in Afaceri. Iași:Polirom, 2000. 280 p. 5. Moraru D. Tehnici de Negociere. Note de curs. Timisoara 2004, 116 p. Additional sources:

1. Stone, Douglas, Bruce Patton & Sheila Heen, Difficult Conversations (2nd edition) 2. The Business Strategy Game Simulation available at www.bsg-online.com Links:

1. 2. 3. 4. 5. 6. 7.

Harvard programes on negotiations http://www.pon.harvard.edu/category/daily/business-negotiations. Business know-how http://www.businessknowhow.com/marketing/businessnegotiation.htm Art of Negotiation http://www.huffingtonpost.com/maryellen-tribby/negotiation_b_3605194.html Negotiating what you want https://www.youtube.com/watch?v=MXFpOWDAhvM How to negotiate https://www.youtube.com/watch?v=rCmvMDrCWjs The Art of Negotiation https://www.youtube.com/watch?v=pjlPgJ1wBdM What the do not teach in business school https://www.youtube.com/watch?v=mHVJF9VaWfo

Teaching and Learning Methods: Lectures, discussions, group activities, role playing, presentations, group projects, negotiation simulations an analysis. Assessment Assignments Nr./o 1 1.

Type of assignment Work in group, projects, simulations. Presentation of individual tasks, testing, contribution activity

Share (%) of the final grade 30 20

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in the classroom Class activity Class Attendance Final Exam Total

2. 3. 4.

5 5 40 100

The assessment of students’ knowledge is done according to requirements of the Regulation for organization and conducting the educational process based on European Transferable Credits from the ULIM Codex 1 Course Outline Hours distribut ion L/S/L

Contents

Requiered readings

Additional sources

1.Moraru D. Tehnici de Negociere p.46-59 2.Shell, G. Richard, Bargaining for Advantage (2nd edition).

Art of Negotiation http://www.huffi ngtonpost.com/ maryellentribby/negotiatio n_b_3605194.ht ml The Art of Negotiation https://www.you tube.com/watch? v=pjlPgJ1wBd M

Introduction. Understanding the negotiation Principles and concepts of negotiation Characteristics of Negotiations Types of negotiations: Distributive and integrative negotiations Multiphase and Multiparty negotiation Key Concept of Negotiation BATNA/ZAP Reservation Price.

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Introducere. Înțelegerea negocierii Principii și concepte de negociere Caracteristicile negocierilor Tipuri de negocieri: negocieri distributive și integrative Negocieri multifazice și multipartide Conceptul cheie de negociere BATNA / ZAP Prețul de rezervare. Введение. Понимание переговоров Принципы и концепции ведения переговоров Характеристика переговоров Типы переговоров: распределительные и интегративные переговоры Многофазные и многопартийные переговоры Концепция переговоров BATNA / ZAP. Цена бронирования. Stages of Negotiation. Preparation Exploratory

1.Pruteanu S. p.161-180

What the do not teach in business school

Group Assignment s

Individual Assignments

Simulation of negotiation

Examples of failed negotiations

Interactive dialogue

Preparing a negotiaton

1http://www.ulim.md/assets/files/acte_normative/CODEX%20ULIM%202016%20pdf2.pdf

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Bidding Bargaining Settling the evaluation Ratification Dissemination Etape de negociere. preparare exploratorie licitarea negocieri Stabilirea evaluării Ratificare Diseminare Этапы переговоров. подготовка разведочный торги переговоры Установить оценку ратификация распространение Interpersonal Relations. What is a personal relationship Elements and technics The limits of advantageous transaction Negotiation Psitions Premises of a good negotiation

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Relatii interpersonale. Ce este o relație personală Elemente și tehnică Limitele unei tranzacții avantajoase Curiozități de negociere Premisele unei bune negocieri Межличностные отношения. Что такое личные отношения Элементы и методы Границы выгодной сделки Курьезы переговоров Помещение хороших переговоров Negotiation Strategies and Styles. The profiles of Competing, Colaborating, Compromising, Acomodating and Avoiding Styles. Methods to deffence on each style Strategii de negociere și stiluri. Profilul competitiv, colaborează, compromite,

https://www.you tube.com/watch? v=mHVJF9VaW fo

1 Pruteanu S. p.11-32 2. Salacuse, Jeswald, The Global Negotiator: Making, Managing and Mending Deals Around the World

1. Pruteanu S. p.49-121 2. Salacuse, Jeswald, The Global Negotiator: Making, Managing and Mending Deals Around the World

Stone, Douglas, Bruce Patton & Sheila Heen, Difficult Conversation

Group disscusions Examination of Body language

How to negotiate https://www.you tube.com/watch? v=rCmvMDrC Wjs

Interactive discussion Negotiation simulation

Analyzing an example of a successful negotiation

Case Study on Negotiation strategies

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găzduiește și evită stilurile. Metode de dezavantaj pe fiecare stil Стратегии и стили ведения переговоров. Конкурентный профиль, сотрудничает, идет на компромиссы, размещает и избегает стилей. Недостатки каждого стиля Negotiation Techniques and Tactics. The analysis of different tactisc of negotiation 2/2

Tehnici și tactici de negociere. Analiza diferitelor tactici ale negocierii Техника и тактика переговоров. Анализ различных тактик ведения переговоров Intercultural Negotiation. Factors influencing a negotiation Cultural differences in business Hofstede Cultural dimensions

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Negocierea interculturală. Factorii care influențează o negociere Diferențele culturale în afaceri Hofstede Dimensiuni culturale Межкультурные переговоры. Факторы, влияющие на переговоры Культурные различия в бизнесе Хофстеде Культурные измерения Total 30 hours Final examination

1. Pruteanu S. p.49-121 2. Salacuse, Jeswald, The Global Negotiator: Making, Managing and Mending Deals Around the World 3. Moraru D. p.90-112 Cultural Interactions file:///C:/Users /Admin/Down loads/cultural %20integratio n%20%20business %20negotiatio ns.pdf http://www.me diate.com/artic les/cdr1.cfm http://www.cal umcoburn.co. uk/articles/ten -lessons-two/

Fisher, Roger & William Uri. Getting to Yes (3rd edition), 2007

Body language https://www.youtu be.com/watch? v=OWFPHW7BC CI&list=RDOWF PHW7BCCI#t=8 https://www.yout ube.com/watch? v=UTE0G9amZ Nk&index=2&lis t=RDOWFPHW 7BCCI Cultural differences https://www.yout ube.com/watch? v=3ThMhq8KhB Y

Group project

Case study, Analysing the speaches of different wellknown people

Presentation on interaction between to differen cultures in business negotiations

Case studies

Exam

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