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1、NegotiationsinbusinessNegotiationsinbusinesssometheoreticalaspectsmaterialsforIBstudentsprof.UGdrhab.DorotaSimpsonsimpson@ug.edu.plLiterature-basicRogerFisher,WilliamUry,GettingtoYes:NegotiatinganAgreementWithoutGivingIn,RandomHouse2003RichardR.Gesteland,Cross-CultureBusinessBehaviour,Handelsh
2、ojskolensForlag,Copenhagen1997RogerFisher,DanielShapiro,BuildingAgreement:UsingEmotionsasYouNegotiate,RandomHouse2007SupplementaryliteratureG.RichardShell,BargainingforAdvantage:NegotiationStrategiesforReasonablePeople,2ndEd.Penguin2006JimThomas,NegotiatetoWin:The21RulesforSuccessfulNegotiatin
3、g,HarperBusiness,2005G.RichardShell,TheMoralityofBargaining:IdentityversusInterestsinNegotiationswithEvil,NegotiationsJournal,Vol.26,No4,p.453-481RobertM.March,Su-HuaWu:TheChineseNegotiator:HowtoSucceedintheWorld’sLargestMarket,KodanshaInternationalLtd.,2007Program1.Introduction–theessenceofne
4、gotiationsDefinitionsTheessenceofnegotiationsReasonsfornegotiationsProgram2.PhasesofnegotiationsPreparations-acquisitionofinformation,selectingmembersofthenegotiatingteam,choiceofthevenue,BATNAOpeningofnegotiationsProposalsConcessionsandbidsConclusionsofthenegotiationsandsigningthecontractProg
5、ram3.CharacteristicsofthenegotiationteamSelectionofteammembersRolesinthenegotiationteam:LeaderMinutessecretaryListenerCriticControllerProgram4.Differentstylesofnegotiations-rivalryorcooperationWin-winLose–loseWin-loseProgram5.DifficultsituationsinnegotiationsDifficultpartnerTricksandmanipulati
6、onsPsychologicalandpositionalwarMachiavellianismProgram6.ConflictsinnegotiationsDeterminantsofconflictCourseofconflictsConflictresolutionProgram7.Negotiationsininternationalbusiness-students’homeworkCulturaldifferencesandtheirimpactonthenegotiationprocessGesteland’sandHofstede’smodels1.Introdu
7、ction–theessenceofnegotiationsDefinitionsReasonsfornegotiationsNegotiationscanbedescribedasatwo-waycommunicationprocesswhichaimstoreachagreementwhenoneofthepartiesdisagreewiththeopinionorsolutionproposedbytheotherparty.DefinitionsNegoti
