spContent=In order to adapt to the new characteristics of globalization, integration and specialization of multinational companies in current international market competition, international business negotiation is showing diversified and integrated characteristics. This course aim to develop multi-disciplinary knowledge frameworks that covers the research background of international business, international trade, international management, and integrates the frontier theory in international business negotiation with practical cases in international business negotiation. This course offers theoretical framework and business analytics to practical international business negotiation, and helps students to be involved in contributions to governance of global economy and development of modern economy.
In order to adapt to the new characteristics of globalization, integration and specialization of multinational companies in current international market competition, international business negotiation is showing diversified and integrated characteristics. This course aim to develop multi-disciplinary knowledge frameworks that covers the research background of international business, international trade, international management, and integrates the frontier theory in international business negotiation with practical cases in international business negotiation. This course offers theoretical framework and business analytics to practical international business negotiation, and helps students to be involved in contributions to governance of global economy and development of modern economy.
—— Instructors
About this course
This course provides training for high-quality talents in international business. First of all, through this course, a theoretical system of international business negotiation is established for students, and guidance is provided for students on negotiation motivation, process, structure, preparation process and basic theories and rules. Secondly, this course helps students to further understand the psychological behavior and personality characteristics in the negotiation process, distinguish negotiation categories and master the negotiation rhythm.
Objectives
This course is based on the study of international business negotiation theory and rules. The learning objectives are :
1. To improve the ability to analyze the negotiation framework and negotiation power;
2. To increase the understanding of different negotiation modes;
3. To improve the understanding of concepts and basic theories in the multilateral negotiation system;
4. To understand the characteristics appearing in different decision behaviors and cultural environments.
Syllabus
Negotiation Style
1. 1 Competitive/Distributive Bargaining
1. 2 Integrative Bargaining
1. 3 Switching of Negotiation Style based on Markov Chain-1
1. 4 Switching of Negotiation Style based on Markov Chain-2
Negotiation Mode
2.1 Modes of Conflict Management
2.2 Determinants of Conflict Behavior
Negotiation Process
3.1 Negotiation Process: Environment
3.2 Negotiation Process
3.3 Characteristics of negotiation behavior in international business negotiation
Cross-border Negotiation
4.1 Distribution of negotiation benefits in international business negotiations
4.2 The negotiation in cross-borders eBusiness-1
4.3 The negotiation in cross-borders eBusiness-2
4.4 The marketing, cooperative management, and business management issues for the negotiators involved in cross-border business
Multilateral Negotiation
5.1 Network analysis in multilateral negotiation-1
5.2 Network analysis in multilateral negotiation-2
5.3 Network analysis in multilateral negotiation-3
Negotiating International Licensing
6.1 The introduction to international licensing
6.2 The advantages and disadvantages of international licensing
6.3 Key factors in negotiating international licensing
6.4 Negotiating options in international licensing
Strategies of Multinational Enterprises in Negotiation
7.1 The strategic motivation of multinational corporation negotiation
7.2 The strategic environment for multinational companies to negotiate
7.3 The strategic choice of multinational enterprise negotiation
7.4 The strategic role of multinational enterprise negotiation
Negotiation in Cross-cultural Context
8.1 Cross-cultural negotiations
8.2 Cultural elements affecting negotiations
8.3 Hofstede's cultural value dimensions
8.4 Managing cultural issues in international negotiations: A case study
Game theory, Global Value Chain and International Business Negotiation
9.1 Game theory and negotiation: Fundamentals
9.2 Game theory and negotiation: Prisoner’s dilemma
9.3 Game theory and negotiation
9.4 Global value chain and negotiation
International Trade Practice in Negotiation
10.1 Introduction to international trade practice
10.2 Price terms and trade terms
10.3 Clauses related to commodities
10.4 Payment clauses
Determination of Positions in Conflict and Negotiation
11.1 Factors in negotiation
11.2 Strategies and tactics
11.3 The determinants of the position
11.4 Adapting strategy
Capital Management in International Business Negotiation
12.1 Exchange rates and the prices of goods
12.2 Foreign exchange market and exchange rate
12.3 Interest rate and exchange rate
12.4 Central bank intervention and exchange rate
展开全部
Prerequisites
International Business Management, International Marketing, International Business Environment
