国际商务谈判课程教学大纲Word格式文档下载.docx

国际商务谈判课程教学大纲Word格式文档下载.docx

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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

PrinciplesofBusinessNegotiation

Thetypesofinternationalbusinessnegotiation

Form&

ApproachesofBusinessCommunication

Keypoint:

Negotiationsareastruggleofwitsandcapabilitiesaswellasachaseofstrategyandskills.Underthecircumstanceofmarketeconomy,businessnegotiationscoveringeverywhereandanytimecancontributetoasignificantimpactoncompanies’survivalanddevelopment.

Thecorrespondingcourseteachingobjectives：

1

Chapter

Thetheoriesofinternationalbusinessnegotiationoneclasshour

TheEconomictheory

TheBasicPsychologicalTheoryofBusinessNegotiation

Integrativeapproachandwin-winprinciple

Gametheoryandtheprincipleofgoodfaith

Themodelswiththetheoryofcomparativeadvantageandthetheoryofreciprocaldemandarewidelyusedtoensurethepriceoftrade.Themodelsofthetheoryoftrademainlyshowswhyinternationaltradehappensandwhethertheprofitdistributionintradeisbalancedornot.

Difficultpoint:

concept

Personnelquality,psychologicalandthegroupcompositionofInternationalBusinessoneclasshour

psychologyinInternationalbusinessnegotiation

Individuals’psychologicalactivitiesduringtheinternationalbusinessnegotiations

Thequalitiesnegotiatorsshouldpossess

Groupscompositionofinternationalbusinessnegotiation

ThischaptershowsMaslow’sHierarchyofNeeds,pointingout5degreesofpeople’sneed,extendingthebusinessnegotiationtheoryanditsdifferentusesinbusinessnegotiations,andexplainstherelationsbetweenabilityandnegotiations,qualitiesandnegotiationsandintroducesdifferentkindsofqualitiesandfinallyanalyzesthefeaturesanddivisionsofthenegotiationsgroups.

DifferencesofCultureinInternationalBusinessNegotiations

oneclasshour

Culturalfactorsaffectingthestyleofbusinessnegotiations

Culturaldifferencesoninternationalbusinessnegotiation

Thebusinessnegotiationcustomsandstylesintheprimeregion

Theculturaldifferenceshavedifferentinfluenceinbusinessnegotiation.Culturalfactorsinnegotiationstyleandculturaldifferencewillhaveimpactsonnegotiation.Itdealswiththewaytotreatculturaldifferencesinnegotiation.

PreparationsforBusinessNegotiationsoneclasshour

ThePreparationsofBusinessNegotiations

SectionIITheInformationPreparationforBusinessNegotiations

SectionIIIBusinessnegotiationplans

SectionIV 

SimulatedNegotiation

Preparationofnegotiatorsistosetupateam,whichincludesthescaleofthenegotiationteam,thequalityofnegotiatorswhichshouldbepossessedbythenegotiatorsanddivisioncooperationbetweengroupmembersandsoon.Theinformationcollectionistobetterunderstandeachother’sintentions,tomakeproperplansandnegotiationtactics,strategiesandthebasicpremise.

BusinessNegotiationStrategiesoneclasshour

SectionIStrategiesofStartingStages

SectionIIStrategiesofoffer

SectionIIIStrategyofconsultationstage

SectionsIVStrategiesontheStageofStrikingaBargaining

Businessnegotiationstrategyisgenerictermsofapproaches,measures,techniques,tactics,toolsandcombinationsofgeneralapplicationtoachieveaspecificgoalintheprocessofbusinessnegotiations.

CommunicationSkillsinBusinessNegotiationsoneclasshour

SoundLanguageinBusinessNegotiation

ThesilentLanguageinBusinessNegotiation

Wordprocessinginbusinessnegotiation

Allthelanguagesusedcanfallintotwocategories:

verballanguageandnon-verballanguage,language,thebridgeinnegotiationistheprimaryfactortosuccessorfailureforthenegotiation.Sohowtouseappropriatelytheskilloflanguageisamajorconcernandconsiderationforthenegotiators.

DifferentFormsofTacticsinBusinessNegotiation

Negotiationskillsforthesuperior

Negotiationskillsfortheinferior

Negotiationskillsforthebalanced

Choiceandapplicationofbusinessnegotiationtacticsmostlydependsheavilyonthestrongorweakstrengthofbothsides.Exertingtacticsexpertlyandskillfullyishelpfultoachievethesuccessfulnegotiationandreachobjectives.Thefocusofthischapteristalkingabouttheoften-usednegotiationsskillsforthenegotiatorsindifferentposition.

RiskAversioninInternationalBusinessNegotiation

AnalysisfortheRisksofInternationalBusinessNegotiations

HowtoForecast&

ControlRisksinInternationalBusinessNegotiation

MethodstoAvertRisks

Thereareawiderangeofcomplexfactorsthatinfluencethesuccessorfailureofbusinessactivities.Whatweshouldmakeclearininternationaleconomiccooperationisthatrisksaredifficulttobeavertedinbusinessactivities,weneedtofindchancestoincreaserelativelystablereturnaswellastodecreasetheratesofcausingdifferentlossinthefuture.

EtiquetteforInternationalBusinessNegotiationoneclasshour

Section1SummaryforEtiquetteinInternationalBusinessNegotiation

BasicBusinessEtiquette

EtiquetteforInternationalBusinessNegotiation

Etiquetteistherulesofinternationalbusinessnegotiationifthecommunicationprocessesviolatetheetiquette,itwouldnotonlyunderminethefeelingsofbothparties,butalsoaffecttheotheraspectsofyourselfandevaluation,evenleadtobreakdownofthetalks.Soclearingthewayforthesmoothprogressofnegotiationsisveryimportant.

2.实验教学:

实验内容：

序号

内容

实验实践学时

Liaoxienvironmentalindustryparkinvestment

2

Theofficedelaypaycompensation

3

Negotiationonfinancelease

4

Alterationoftherightofdistribution

5

Disputeoncontractofpurchaseandsaleofpeanut

6

Suspensionofclaim

7

Steeltradewarehouseloans

8

Thejointventureofwastetireprocessingproductionbase

9

Exportpaymentsettlement

10

Relocationcompensation

合计

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

1.learnhowtocollectnecessaryinformationandlocatethetargetdecision

2.formthestaffnegotiationteams

3.choiceofnegotiationvenues

1.CollaborativePrincipledNegotiation

2.InventOptionsforMutualGain

1.Puttingtheabovetheoryintothecase

2.FocusonInterestsNotPositions

1.Prepareforthedetaileddataandmaterialofthepartner

2.realizetheprogrammepreparedforthenegotiation

3.findouttheshortageforeachsideduringtheprocessofnegotiation

1.studentsaredividedintoseveralgroupswithfourineachgroup,twostudentsaresellersandtheothertwoarebuyers.

2.continuethenegotiationbetweentwosidesfromwhereitstopped.

3.thetwostudentswilldiscussbetweenthemselvesfirstandmakedecisionsonfinalofferforthedeal.

Experiment32classhours

1.Teamcooperationtoovercomeobstacleorweakpointduringnegotiation

2.putthetheoryintotothesimulationpracticeandgetthesummaryfromthe