Course Code: AA213 • Study year: II • Academic Year: 2024-2025
Domain: Business Administration • Field of study: Business Administration
Type of course: Compulsory
Language of instruction: Romanian
Erasmus Language of instruction: English
Name of lecturer: Larisa Loredana Dragolea
Seminar tutor: Anca Nichita
Form of education Full-time
Form of instruction: Class
Number of teaching hours per semester: 42
Number of teaching hours per week: 3
Semester: Autumn
Form of receiving a credit for a course: Grade
Number of ECTS credits allocated 4

Course aims:

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:


Course contents:

Negotiation - Form of Communication; Negotiation Strategies; Negotiating Tactics; Countering Manipulative Tactics; Negotiation Techniques; Non-verbal Communication; International Negotiations; International Negotiation Styles;

Teaching methods:

Lecture, Case studies, Discussions, Hands-on drills

Learning outcomes:

- 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%.

Recommended reading:

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