Overview
Lecturer
Larisa Loredana Dragolea
Seminar tutor
Larisa Loredana Dragolea
Type of course
Compulsory
Language of instruction
Romanian
Erasmus language
English
Domain
Business Administration
Field of study
Business Administration (in English)
Form of education
Full-time
Form of instruction
Class
Credit awarded by
Grade
Teaching methods
Lecture, Discussions.
Entry requirements
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Aims
Students will learn to use negotiating tactics and techniques.
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Course contents
Negotiation - form of communication
Negotiation Strategies
Negotiating Tactics
Countering the manipulative tactics
Negotiation Techniques
Non-verbal communication
International negotiations
International Negotiation Styles
Learning outcomes
- Teaching the students the theoretical and methodological aspects of negotiation in business
- Presentation of concepts, relationships, techniques and procedures specific to business negotiations
- Identify and practice negotiating capacity in the commercial sphere.
Assessment
Written test examination - 70%, Verification during the semester (project) - 30%.
Recommended reading
• Management Basics, Susan Quinn, e-Book, 2010
• Advanced Negotiation Techniques, Steve Hay, Alan McCarthy, John Hay Agent for RDC, Apress, 2015
• Business Negotiation: A Practical Workbook, Paul Steele, Tom Beasor, Gower Publishing Limited, 1999