Course Code: AA213 • Study year: II • Academic Year: 2022-2023
Domain: Business Administration • Field of study: Business Administration
Type of course:
Language of instruction:
Erasmus Language of instruction:
Name of lecturer:
Larisa Loredana Dragolea
Form of education
Form of instruction:
Number of teaching hours per semester:
Number of teaching hours per week:
Form of receiving a credit for a course:
Number of ECTS credits allocated
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 Entry Requirements:
Negotiation - Form of Communication; Negotiation Strategies; Negotiating Tactics; Countering Manipulative Tactics; Negotiation Techniques; Non-verbal Communication; International Negotiations; International Negotiation Styles;
Lecture, Case studies, Discussions, Hands-on drills
- 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.
Learning outcomes verification and assessment criteria:
Written test examination - 70%, Examination during the semester (projects) - 30%.
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