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International Business Negotiation

【发布日期：2024-09-12 】

课程概述

This course provides training for high-quality talents in international business. First of all, through this course, a theoretical system of international business negotiation is established for students, and guidance is provided for students on negotiation motivation, process, structure, preparation process and basic theories and rules. Secondly, this course helps students to further understand the psychological behavior and personality characteristics in the negotiation process, distinguish negotiation categories and master the negotiation rhythm.

授课目标

This course is based on the study of international business negotiation theory and rules. The learning objectives are :

1. To improve the ability to analyze the negotiation framework and negotiation power;

2. To increase the understanding of different negotiation modes;

3. To improve the understanding of concepts and basic theories in the multilateral negotiation system;

4. To understand the characteristics appearing in different decision behaviors and cultural environments.

授课团队

霍达教授

段玉婉教授

蒙双副教授

刘春生副教授

赵茜副教授

苗壮副教授

俞脱脱助理教授

课程大纲

01Negotiation Style

1. 1 Competitive/Distributive Bargaining

1. 2 Integrative Bargaining

1. 3 Switching of Negotiation Style based on Markov Chain-1

1. 4 Switching of Negotiation Style based on Markov Chain-2

02Negotiation Mode

2.1 Modes of Conflict Management

2.2 Determinants of Conflict Behavior

03Negotiation Process

3.1 Negotiation Process: Environment

3.2 Negotiation Process

3.3 Characteristics of negotiation behavior in international business negotiation

04Cross-border Negotiation

4.1 Distribution of negotiation benefits in international business negotiations

4.2 The negotiation in cross-borders eBusiness-1

4.3 The negotiation in cross-borders eBusiness-2

4.4 The marketing, cooperative management, and business management issues for the negotiators involved in cross-border business

05Multilateral Negotiation

5.1 Network analysis in multilateral negotiation-1

5.2 Network analysis in multilateral negotiation-2

5.3 Network analysis in multilateral negotiation-3

06Negotiating International Licensing

6.1 The introduction to international licensing

6.2 The advantages and disadvantages of international licensing

6.3 Key factors in negotiating international licensing

6.4 Negotiating options in international licensing

07Strategies of Multinational Enterprises in Negotiation

7.1 The strategic motivation of multinational corporation negotiation

7.2 The strategic environment for multinational companies to negotiate

7.3 The strategic choice of multinational enterprise negotiation

7.4 The strategic role of multinational enterprise negotiation

08Negotiation in Cross-cultural Context

8.1 Cross-cultural negotiations

8.2 Cultural elements affecting negotiations

8.3 Hofstede's cultural value dimensions

8.4 Managing cultural issues in international negotiations: A case study

09Game theory, Global Value Chain and International Business Negotiation

9.1 Game theory and negotiation: Fundamentals

9.2 Game theory and negotiation: Prisoner’s dilemma

9.3 Game theory and negotiation

9.4 Global value chain and negotiation

10International Trade Practice in Negotiation

10.1 Introduction to international trade practice

10.2 Price terms and trade terms

10.3 Clauses related to commodities

10.4 Payment clauses

11Determination of Positions in Conflict and Negotiation

11.1 Factors in negotiation

11.2 Strategies and tactics

11.3 The determinants of the position

11.4 Adapting strategy

12Capital Management in International Business Negotiation

12.1 Exchange rates and the prices of goods

12.2 Foreign exchange market and exchange rate

12.3 Interest rate and exchange rate

12.4 Central bank intervention and exchange rate

课程链接：International Business Negotiation_Central University of Finance and Economics_中国大学MOOC(慕课) (icourse163.org)

慕课MOOC

International Business Negotiation