CONTRACT NEGOCIATION

Type of course:	Compulsory
Language of instruction:	Romanian
Erasmus Language of instruction:	English
Name of lecturer:	Mihaela Miruna Tudorașcu
Seminar tutor:	Mihaela Miruna Tudorașcu
Form of education	Full-time

Form of instruction:	Class
Number of teaching hours per semester:	52
Number of teaching hours per week:	4
Semester:	Autumn
Form of receiving a credit for a course:	Grade
Number of ECTS credits allocated	7

Course aims:

Identify types of negotiations, strategies, techniques and tactics specific to negotiations
Explain the types of negotiations, strategies, techniques and tactics specific to contract negotiation
Assist in the preparation and conduct of negotiations in international affairs

Course Entry Requirements:

Course contents:

General negotiation considerations

Basic principles of trade negotiations

The negotiator: the profile, the qualities necessary for the successful negotiator, negotiation styles

Redefining positions and establishing possible concessions

Negotiation techniques: persuasion, manipulation and influencing negotiation

Teaching methods:

Lecture, conversation, exemplification.

Learning outcomes:

Improving persuasive communication skills, useful in negotiations

Learning outcomes verification and assessment criteria:

Written paper – interpretative essay – 80%; continuous assessment – 20%.