Strategic Negotiation for International Business

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1、STRATEGICNEGOTIATIONForInternationalBusinessUNITOUTLINE(IndicativeSyllabus)AISAM2010UnitOutlineStrategicNegotiationIndicativeSyllabusat4September2009AISAM2010--------------------------------------------------------------------------------------------------

2、---------------StrategicNegotiationforInternationalBusinessWelcometoStrategicNegotiationforInternationalBusiness,aunitwhichwillexplorethe‘how’andthe‘why’ofnegotiation.Thisunitwillprovideyouwithanunderstandingofthedynamicsoftheagreementreachingprocesswhichw

3、illenableyoutomanageyourownnegotiationsacrossawiderangeofcontexts.Theunitwilldrawonresearchfindings,theoreticalframeworksandpracticalexperiencetodevelopastrategicapproachtonegotiation.Oneofthecentralthemeswillbeanexaminationoftherealnatureofcooperationinne

4、gotiation;anotherwillbetheimportanceofcreatinganegotiating‘script’toguidetheprocessthroughtoanagreement.Studentswillbeexpectedtoparticipateinanumberofnegotiationexercises(typicallybasedonactualnegotiations)andotherlearningtaskstogaininsightsintotheapplicat

5、ionoftheoryintopractice.Thistheoryintopracticeapproachwillencourageyoutodevelopastrategicratherthanreactiveperspectivetothechallengeofreachinganagreementthroughnegotiation.Anunderstandingofculturaldifferenceswillbeassumed;theunitwillexaminehowthesecultural

6、differencesinteractwithothercharacteristicsofnegotiationatboththestrategicandprocesslevelsofnegotiations.RayFells-----------------------------------------------------------------------------------------------------------------Yourlecturer:ProfessorRayFells

7、RayFells’backgroundisinindustrialrelationswhereheworkedasanadviserandconciliatorassistingmanagementsandunionsdealwithissuesandresolvedisputes.HehaspublishedwidelyontopicsrangingfromanoralhistoryofthePilbaraironoreindustrytotheuseofstrategyandlanguageinnego

8、tiation.HeteachesanegotiationontheMBAprogramattheUniversityofWesternAustraliaBusinessSchool,andattheJudgeInstituteofManagement,CambridgeUniversityandontheinternationalprogramattheViennaUniversityBusinessSchoo