| Type of course: | Compulsory |
| Language of instruction: | Romanian |
| Erasmus Language of instruction: | English |
| Name of lecturer: | Larisa Loredana Dragolea |
| Seminar tutor: | Larisa Loredana Dragolea |
| 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 | 3 |
Students will learn to use negotiating tactics and techniques.
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Negotiation - form of communication Negotiation Strategies Negotiating Tactics Countering the manipulative tactics Negotiation Techniques Non-verbal communication International negotiations International Negotiation Styles
Lecture, Discussions.
- Teaching the students the theoretical and methodological aspects of negotiation in business - Presentation of concepts, relationships, techniques and procedures specific to business negotiations - Identify and practice negotiating capacity in the commercial sphere.
Written test examination - 70%, Verification during the semester (project) - 30%.
• Management Basics, Susan Quinn, e-Book, 2010
• Advanced Negotiation Techniques, Steve Hay, Alan McCarthy, John Hay Agent for RDC, Apress, 2015
• Business Negotiation: A Practical Workbook, Paul Steele, Tom Beasor, Gower Publishing Limited, 1999