Overview
Lecturer
Larisa Loredana Dragolea
Seminar tutor
Anca Nichita
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, Case studies, Discussions, Hands-on drills
Entry requirements
-
Aims
Students will learn how to identify specific negotiation strategies and techniques used in the business world.
Students will acquire knowledge and skills regarding negotiation strategies and techniques.
Students will be trained to successfully tackle a business interaction and negotiation process.
Course contents
Negotiation - Form of Communication;
Negotiation Strategies;
Negotiating Tactics;
Countering Manipulative Tactics;
Negotiation Techniques;
Non-verbal Communication;
International Negotiations;
International Negotiation Styles;
Learning outcomes
- Teaching students the theoretical and methodological aspects of business negotiation;
- Presentation of concepts, relationships, techniques and procedures specific to business negotiations;
- Developing skills of identifying and practicing effective negotiation strategies and tactics in the business world.
Assessment
Written test examination - 70%, Examination during the semester (projects) - 30%.
Recommended reading
Quinn, Susan (2010). Management Basics, e-Book
McCarthy, Alan, & Hay, Steve (2015). Advanced Negotiation Techniques. Apress
Steele, Paul, & Beasor, Tom (1999). Business Negotiation: A Practical Workbook. Gower Publishing Limited