Overview
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 contents
Negotiation - Form of Communication; Negotiation Strategies; Negotiating Tactics; Countering Manipulative Tactics; Negotiation Techniques; Non-verbal Communication; International Negotiations; International Negotiation Styles;
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.
Assessment
Written test examination - 70%, Examination during the semester (projects) - 30%.