| 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 |
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
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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
Lecture, conversation, exemplification.
Improving persuasive communication skills, useful in negotiations
Written paper – interpretative essay – 80%; continuous assessment – 20%.
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,
-.