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国际商务谈判课程教学大纲
《国际商务谈判课程》教学大纲
课程名称：
国际商务谈判课程编号：
11153002
英文课程名称：
InternationalBusinessNegotiations
适用专业：
国贸，金融，经济
总学时数：
30学分数：
2
理论教学时数:
10实验（实践）教学时数：
20
执笔人：
黄伟编写日期：
2017年2月
一、课程性质与任务
《国际商务谈判》是国际经济与贸易专业的专业基础课程，融多学科、多方面的知识于一体，具有很强的实践性、操作性的课程。
该门课程的主要教学任务是以人才培养与社会需求相适应为核心，强化理论与实践相结合，通过本课程理论和试验课程学习,使学生掌握并运用国际商务谈判策略、技巧、跨文化沟通能力，以实现以“知识、能力、素质”交融培养和“厚基础、强特色、重创新”为课程培养目标。
二、课程教学目标
1.通过本课程的学习，了解国内外经典的谈判理论，包括谈判产生的原因、谈判结构、双赢理念、合作原则谈判法、谈判力、利益分配法则、信任法则、博弈论在谈判中的应用、两分法谈判与复杂谈判、谈判个人心里和文化背景等，能运用基本理论和实例对影响谈判全过程的主要因素进行全面分析。
2.结合理论部分内容进行具有典型性和普遍性的案例分析，使其更好地服务于理论的讲解，培养学生认识问题、分析问题和解决问题的能力。
3.通过网络谈判教学让学生运用先进教学设备和技术手段，及时查找就商务谈判相关前沿发展现状和趋势，了解贸易谈判中的相关新政策等信息。
4.学生在模拟谈判整个过程中（谈判前、谈判中和谈判后）可以依据真实案例比较实际谈判的结果和自己谈判的结果，获得比较接近实际的真实体验，培养学生具有良好的品德修养、较强的语言表达能力、沟通能力、熟练运用外语进行跨文化交流能力，具有综合不同学科知识解决实际问题的能力、独立思考的能力和创新思维的能力和团队合作能力。
三、课程教学内容、要求及学时分配
1.理论教学
ChapterIAnOverviewofIBNoneclasshour
Section
Conceptandcharacteristicsofinternationalbusinessnegotiation
Section
PrinciplesofBusinessNegotiation
Section
Thetypesofinternationalbusinessnegotiation
Section
Form&ApproachesofBusinessCommunication
Keypoint:
Negotiationsareastruggleofwitsandcapabilitiesaswellasachaseofstrategyandskills.Underthecircumstanceofmarketeconomy,businessnegotiationscoveringeverywhereandanytimecancontributetoasignificantimpactoncompanies’survivalanddevelopment.
Thecorrespondingcourseteachingobjectives：
1
Chapter
Thetheoriesofinternationalbusinessnegotiationoneclasshour
Section
TheEconomictheory
Section
TheBasicPsychologicalTheoryofBusinessNegotiation
Section
Integrativeapproachandwin-winprinciple
Section
Gametheoryandtheprincipleofgoodfaith
Keypoint:
Themodelswiththetheoryofcomparativeadvantageandthetheoryofreciprocaldemandarewidelyusedtoensurethepriceoftrade.Themodelsofthetheoryoftrademainlyshowswhyinternationaltradehappensandwhethertheprofitdistributionintradeisbalancedornot.
Difficultpoint:
concept
Thecorrespondingcourseteachingobjectives：
1
Chapter
Personnelquality,psychologicalandthegroupcompositionofInternationalBusinessoneclasshour
Section
psychologyinInternationalbusinessnegotiation
Section
Individuals’psychologicalactivitiesduringtheinternationalbusinessnegotiations
Section
Thequalitiesnegotiatorsshouldpossess
Section
Groupscompositionofinternationalbusinessnegotiation
Keypoint:
ThischaptershowsMaslow’sHierarchyofNeeds,pointingout5degreesofpeople’sneed,extendingthebusinessnegotiationtheoryanditsdifferentusesinbusinessnegotiations,andexplainstherelationsbetweenabilityandnegotiations,qualitiesandnegotiationsandintroducesdifferentkindsofqualitiesandfinallyanalyzesthefeaturesanddivisionsofthenegotiationsgroups.
Thecorrespondingcourseteachingobjectives：
1
Chapter
DifferencesofCultureinInternationalBusinessNegotiations
oneclasshour
Section
Culturalfactorsaffectingthestyleofbusinessnegotiations
Section
Culturaldifferencesoninternationalbusinessnegotiation
Section
Thebusinessnegotiationcustomsandstylesintheprimeregion
Keypoint:
Theculturaldifferenceshavedifferentinfluenceinbusinessnegotiation.Culturalfactorsinnegotiationstyleandculturaldifferencewillhaveimpactsonnegotiation.Itdealswiththewaytotreatculturaldifferencesinnegotiation.
Thecorrespondingcourseteachingobjectives：
1
Chapter
PreparationsforBusinessNegotiationsoneclasshour
Section
ThePreparationsofBusinessNegotiations
SectionIITheInformationPreparationforBusinessNegotiations
SectionIIIBusinessnegotiationplans
SectionIV SimulatedNegotiation
Keypoint:
Preparationofnegotiatorsistosetupateam,whichincludesthescaleofthenegotiationteam,thequalityofnegotiatorswhichshouldbepossessedbythenegotiatorsanddivisioncooperationbetweengroupmembersandsoon.Theinformationcollectionistobetterunderstandeachother’sintentions,tomakeproperplansandnegotiationtactics,strategiesandthebasicpremise.
Thecorrespondingcourseteachingobjectives：
1
Chapter
BusinessNegotiationStrategiesoneclasshour
SectionIStrategiesofStartingStages
SectionIIStrategiesofoffer
SectionIIIStrategyofconsultationstage
SectionsIVStrategiesontheStageofStrikingaBargaining
Keypoint:
Businessnegotiationstrategyisgenerictermsofapproaches,measures,techniques,tactics,toolsandcombinationsofgeneralapplicationtoachieveaspecificgoalintheprocessofbusinessnegotiations.
Thecorrespondingcourseteachingobjectives：
1
Chapter
CommunicationSkillsinBusinessNegotiationsoneclasshour
Section
SoundLanguageinBusinessNegotiation
Section
ThesilentLanguageinBusinessNegotiation
Section
Wordprocessinginbusinessnegotiation
Keypoint:
Allthelanguagesusedcanfallintotwocategories:
verballanguageandnon-verballanguage,language,thebridgeinnegotiationistheprimaryfactortosuccessorfailureforthenegotiation.Sohowtouseappropriatelytheskilloflanguageisamajorconcernandconsiderationforthenegotiators.
Thecorrespondingcourseteachingobjectives：
1
Chapter
DifferentFormsofTacticsinBusinessNegotiation
oneclasshour
Section
Negotiationskillsforthesuperior
Section
Negotiationskillsfortheinferior
Section
Negotiationskillsforthebalanced
Keypoint:
Choiceandapplicationofbusinessnegotiationtacticsmostlydependsheavilyonthestrongorweakstrengthofbothsides.Exertingtacticsexpertlyandskillfullyishelpfultoachievethesuccessfulnegotiationandreachobjectives.Thefocusofthischapteristalkingabouttheoften-usednegotiationsskillsforthenegotiatorsindifferentposition.
Thecorrespondingcourseteachingobjectives：
1
Chapter
RiskAversioninInternationalBusinessNegotiation
oneclasshour
Section
AnalysisfortheRisksofInternationalBusinessNegotiations
Section
HowtoForecast&ControlRisksinInternationalBusinessNegotiation
Section
MethodstoAvertRisks
Keypoint:
Thereareawiderangeofcomplexfactorsthatinfluencethesuccessorfailureofbusinessactivities.Whatweshouldmakeclearininternationaleconomiccooperationisthatrisksaredifficulttobeavertedinbusinessactivities,weneedtofindchancestoincreaserelativelystablereturnaswellastodecreasetheratesofcausingdifferentlossinthefuture.
Thecorrespondingcourseteachingobjectives：
1
Chapter
EtiquetteforInternationalBusinessNegotiationoneclasshour
Section1SummaryforEtiquetteinInternationalBusinessNegotiation
Section
BasicBusinessEtiquette
Section
EtiquetteforInternationalBusinessNegotiation
Keypoint:
Etiquetteistherulesofinternationalbusinessnegotiationifthecommunicationprocessesviolatetheetiquette,itwouldnotonlyunderminethefeelingsofbothparties,butalsoaffecttheotheraspectsofyourselfandevaluation,evenleadtobreakdownofthetalks.Soclearingthewayforthesmoothprogressofnegotiationsisveryimportant.
Thecorrespondingcourseteachingobjectives：
1
2.实验教学:
实验内容：
序号
内容
实验实践学时
1
Liaoxienvironmentalindustryparkinvestment
2
2
Theofficedelaypaycompensation
2
3
Negotiationonfinancelease
2
4
Alterationoftherightofdistribution
2
5
Disputeoncontractofpurchaseandsaleofpeanut
2
6
Suspensionofclaim
2
7
Steeltradewarehouseloans
2
8
Thejointventureofwastetireprocessingproductionbase
2
9
Exportpaymentsettlement
2
10
Relocationcompensation
2
合计
20
Experiment1 2classhours
Liaoxienvironmentalindustryparkinvestment
Ⅰ.ExperimentAim:
1.understandtheprocessofbusinessnegotiation,includingitsconcept,strategyandskill,psychologicalwarfarespyware,howtosolvetheproblemexistedtoputforwardnewsolution.
2.howtobreakdeadlockduringnegotiationtopromotewin-winresult.
ⅡExperimentTheory
1.Win-winConceptandTraditionalConcept
2.Howcanbothsideswin
3.Howtocommunicatewithpartnerandsolvetheproblem.
Ⅲ.ExperimentContent
1. understandtheprocessofNegotiation
2.thecharacteristicofinternationalnegotiation
Ⅳ.ExperimentDemand
1.eachstudentlearnthenegotiationprocess
2.offerhowtohandleandmanagethewin-winconceptduringthenegotiation
Ⅴ.ExperimentGuidance
1.Explainthestructureofinternationalnegotiationaccordingtothecase.
2.Howcanbothsidesgetwin-winresult.Helpstudentsreviewthewin-wintheory.
Experiment22classhours
Theofficedelaypaycompensation
Ⅰ.ExperimentAim:
1.learnhowtocollectnecessaryinformationandlocatethetargetdecision
2.formthestaffnegotiationteams
3.choiceofnegotiationvenues
ⅡExperimentTheory
1.CollaborativePrincipledNegotiation
2.InventOptionsforMutualGain
Ⅲ.ExperimentContent
1.Puttingtheabovetheoryintothecase
2.FocusonInterestsNotPositions
Ⅳ.ExperimentDemand
1.Prepareforthedetaileddataandmaterialofthepartner
2.realizetheprogrammepreparedforthenegotiation
3.findouttheshortageforeachsideduringtheprocessofnegotiation
Ⅴ.ExperimentGuidance
1.studentsaredividedintoseveralgroupswithfourineachgroup,twostudentsaresellersandtheothertwoarebuyers.
2.continuethenegotiationbetweentwosidesfromwhereitstopped.
3.thetwostudentswilldiscussbetweenthemselvesfirstandmakedecisionsonfinalofferforthedeal.
Experiment32classhours
Negotiationonfinancelease
Ⅰ.ExperimentAim:
1.Teamcooperationtoovercomeobstacleorweakpointduringnegotiation
2.putthetheoryintotothesimulationpracticeandgetthesummaryfromthe
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