Основы переговорного процесса

Магистратура 2023/2024

Лучший по критерию «Полезность курса для Вашей будущей карьеры»

Лучший по критерию «Полезность курса для расширения кругозора и разностороннего развития»

Статус: Курс по выбору

Направление: 38.04.02. Менеджмент

Кто читает: Департамент менеджмента

Где читается: Санкт-Петербургская школа экономики и менеджмента

Когда читается: 1-й курс, 3 модуль

Формат изучения: без онлайн-курса

Охват аудитории: для своего кампуса

Преподаватели: Лисовский Александр Владимирович

Прогр. обучения: Международный бизнес в странах азиатско-тихоокеанского региона

Язык: английский

Кредиты: 3

Контактные часы: 24

Full Syllabus

Abstract

Students are introduced to the main theories and elements of negotiation. They learn practical skills needed for business communication in different situations and with various partners. Cross-cultural differences in negotiations are considered in different cases discussed at the seminars. Special emphasis is made on negotiations strategies and team work. Students learn particulars of different communication channels and are informed on their advantages and limitations. Important topic, which is discussed in the course are barriers and obstacles for efficient communication and negotiations. Students are introduced to different types of communication “breakdowns” and learn how to deal with them. Emphasis is made on the specifics of cross-cultural business negotiations in contemporary global environment. Students are required to do a research project working in teams on the particulars of business communication and negotiations in the country which they chose in collaboration with the instructor.

Learning Objectives

The main purpose of the course is to inform students on the theory and main elements of business negotiations and their practical applications.
The second objective is to educate students on particulars of cross-cultural negotiations.

Expected Learning Outcomes

The ability to design different messages for different organizational purposes and plans
To develop presentation skills for both individual and team projects
To recognize different barriers and complications for efficient communication and to learn how to deal with them in practical situations
To learn how to communicate in cross-cultural teams
To learn basics of efficient negotiations, both distributive and integrative
To analyze specific traits of a partner in communication and the audience and to choose appropriates methods and strategies of communication
To learn basics of negotiation and conflict management theories.
To understand how particulars of different cultures influence communication in cross-cultural interactions
To learn different negotiation strategies
To learn different tactics of negotiations

Course Contents

1. Culture influence on business communication and negotiation
2. Verbal communication and Nonverbal communication and their role in negotiations
3. Introduction and negotiation preparation
4. Distributive negotiations
5. Integrative negotiations
6. Cross-cultural negotiations

Assessment Elements

Seminar activity and cases
Team research projects
This is a team project. The number of participants should to be 4-5. Students make a presentation on business, communication and negotiation style of the given country. Besides they prepare a textual document on actual and potential spheres of cooperation for the country, they chosen and Russia up to 8 pages of text. Required elements for country projects are:  Country contribution to global culture, values, artefacts.  Hofstede’s and/or Trompenaars culture dimensions applied to the country.  Particulars of verbal and nonverbal communication in the country.  What is country’s negotiation style, how it related to values.  Recommendations for Russian businesspersons, doing business with partners from the country.
Exam
Students with accumulated grade 6 points or higher could chose not to take exam and in this case their accumulated grade becomes their final grade. Exam format: 20 questions, combining open and closed questions. The grade is the percentages of correct answers.

Interim Assessment

2023/2024 3rd module
0.1 * Exam + 0.3 * Seminar activity and cases + 0.6 * Team research projects

Bibliography

Recommended Core Bibliography

Brett, J. M. (2014). Negotiating Globally : How to Negotiate Deals, Resolve Disputes, and Make Decisions Across Cultural Boundaries (Vol. Third edition). San Francisco, CA: Jossey-Bass. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=716710

Recommended Additional Bibliography

Cambie, S., & Ooi, Y.-M. (2009). International Communications Strategy : Developments in Cross-Cultural Communications, PR and Social Media. London: Kogan Page. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=295337
Gesteland, R. R. (2005). Cross-cultural Business Behavior : Negotiating, Selling, Sourcing and Managing Across Cultures. [Copenhagen, Denmark]: Samfundslitteratur Press. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=526885
Jackson, J. (2012). The Routledge Handbook of Language and Intercultural Communication. Routledge.
Lévy-Leboyer, C. (2005). Working Across Cultures / Cultural Intelligence: A Guide to Working with People from Other Cultures. Personnel Psychology, 58(1), 253–257. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=bsu&AN=16335915
Matsumoto, D. R., & Hwang, H. S. (2019). The Handbook of Culture and Psychology (Vol. Second edition). New York: Oxford University Press. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=2126834
McCarthy, A., & Hay, S. (2015). Advanced Negotiation Techniques. [California]: Apress. Retrieved from http://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=edsebk&AN=958148

Authors

Lisovskii ALEKSANDR VLADIMIROVICH
BUDKO VIKTORIYA ALEKSANDROVNA

Course Syllabus