Overview
Lecturer
Mihaela Miruna Tudorașcu
Seminar tutor
Mihaela Miruna Tudorașcu
Type of course
Compulsory
Language of instruction
Romanian
Erasmus language
English
Domain
Law - Masters
Field of study
Private law institutions
Form of education
Full-time
Form of instruction
Class
Credit awarded by
Grade
Teaching methods
Lecture, conversation, exemplification.
Entry requirements
-
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 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
Learning outcomes
Improving persuasive communication skills, useful in negotiations
Assessment
Written paper – interpretative essay – 80%; continuous assessment – 20%.
Recommended reading
Tratat elementar de drept civil. Obligațiile
L. Pop
Universul Juridic, -, 2012 · -
Tratat teoretic și practic de drept comercia
I. Turcu
CH Beck, -, 2009 · -
Orice se poate negocia,
H. Cohen
Colosseum, -, 1995 · -