Course Code: IDP I 2.1 • Study year: I • Academic Year: 2022-2023
Domain: Law - Masters • Field of study: Private law institutions
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%.

Recommended reading:

L. Pop, Tratat elementar de drept civil. Obligațiile, Universul Juridic , - , 2012 , -
I. Turcu, Tratat teoretic și practic de drept comercia, CH Beck , - , 2009 , -
H. Cohen, Orice se poate negocia,, Colosseum , - , 1995 , -