第一部分 大纲说明

一、课程性质与任务：

Compulsory course, the course is designed to develop the critical thinking and innovation ability as well as enhance the comprehensive business-related ability.

On successful completion of this course, students will be able to:

1. Assess culture and its impact on business and management issues.

2. Reflect on cross-cultural implications for communication and negotiation.

3. Identify interests in actual and potential conflicts, and when problems are susceptible to resolution by negotiation.

4. Apply negotiation skills and theory when framing problems and negotiation strategies from own and other’s perspective.

5. Plan and apply negotiation strategies in cases.

6. Explain the role of ethics in negotiation.

二、教学对象：

Junior students, major of international business

三、教学目的和要求：

This introductory course surveys a wide array of theories, past and present, of Negotiation. The purpose of this course is to help students understand the basics of negotiation. Key topics will include: negotiation fundamentals, negotiation sub processes, negotiation across cultures and resolving differences.

四、先修课程：

The prerequisite courses are International business, and International economics

五、使用教材及参考资料：

Required Textbook

国际商务谈判——理论案例与实践（英文版，第五版），白远著，中国人民大学出版社，2019年，教育部“十二五”国家级规划教材

Recommended Textbooks

Roy J. Lewicki, International Business Negotiation, McGraw-Hill Education, Inc., Sixth Edition, 2010

Rudd, J.E.,Lawson, D.R.,Communicating in Global Business Negotiations, Sage Publications, Inc.,  2007.

Stuart Diamond, Getting More, Portfolio, 2011.

网络资源链接：

https://mooc1-2.chaoxing.com/mycourse/teachercourse?moocId=87260747&clazzid=654462&edit=true

六、教学形式、教学方法及实践性环节：

Lecture；In-class Discussion; Case Study; Negotiation Simulation

七、考核：

Participation: You cannot expect to pass this class without reading the material, and attending class ready to participate with completed homework assignments.

In-class Discussion

Final: Presentation, Paper

Attendance

The undergraduate courses in AUFE are all 18 weeks in length. Missing one class session is allowed without penalty as long as all readings and assignments are made up by the student within a reasonable time period (the following week). Missing a second class session is allowed only in unusual circumstances by prior arrangement with the instructor. According to the AUFE policy, a student who misses three classes will automatically fail the course, and the student will not be allowed to attend the final examination.

八、课时分配表：

九、教学进度表：

十、主讲教师：

赵艳莉、陈浩

第二部分 教学内容

Week one

Chapter 1  Negotiation Motives and Key Terminology谈判动机与关键词语

Negotiation谈判

Conflict冲突

Stake利益

Case Study 案例研究

Chrysler Missed the best Opportunity Entering China Automobile Market 克莱斯勒公司错失进入中国汽车市场良机

Group Discussion 小组讨论

Mr Zhang’s Dilemma：张先生的两难处境，这一案例也可作为导入案例讲解，作为谈判课程开始的引子。

Week two

Chapter 2  Negotiation Procedure and Structure 谈判程序与结构

Procedure 程序

General Structure of Negotiations 谈判的一般结构

Structure of Business Negotiation 商务谈判结构

Week three

Case Study 案例研究

MK-KELI 谈判的陷阱

Simulation 模拟谈判：

MK的谈判目标

Keli的条件让步

Chapter 3  Negotiation Lubrication 谈判润滑剂

Target Decision设定谈判目标

      Collecting Information情报搜集

Staffing Negotiation Teams 组建谈判小组

Choice of Negotiation Venues 谈判地点选择

Week four                    

Chapter 4  Win-Win Concept双赢理念

Conventional Concept传统理念…

Win-win Concept——A Revolution in Negotiation Field双赢理——谈判界的一场革命

How Can Both Sides Win 怎样实现双赢

Week five

Case Study 案例研究

     Lutai-Yunji 一些敏感词汇的注意

Simulation: 模拟谈判：

30%的含义

中国大使馆参与进来的意义和谈判的风格把握

这个案例较为复杂，可以让学生课下分小组准备，制定谈判方案，提交文字方案，课上可选两个代表性团队做模拟示范谈判

Week six

Chapter 5  Collaborative Principled Negotiation 合作原则谈判法

Collaborative Principled Negotiation and its Four Components合作原则谈判及其四个组成部分

Separate People from the Problem对事不对人

Focus on Interests Not Position针对利益而非立场

Invent Options for Mutual Gain为共同利益献策

Introduce Objective Criteria以客观标准为本

Week seven

Chapter 6  Law of Interest Distribution 利益分配法则

Needs Theory 需求理论

Three Levels of Interests at the Domestic Level 国内的三层利益

Law of Two Level Game双层游戏规则

Week eight

Case Study案例研究

Sanibel Island 谈判的想象力

Simulation: 模拟谈判：

岛上居民的要求和开发商的需求同时满足的可能性

Week nine

Chapter 7  Negotiating Power and Related Factors 谈判力及相对因素

Negotiating Power and Sources of Negotiation Power 谈判力及谈判力来源

Factors Causing Changes of Negotiating Power 谈判力相对因素

Estimating Negotiating Power 预测谈判力.

Week ten

Case Study 案例研究

Him and Her 加工外包和服务外包

Simulation: 模拟谈判：

    快时尚公司盈利的模式

    加工外包的含义

Week eleven

Chapter 8  Law of Trust 信任法则

Trust and its Interpretation 信任及其释义

How to Decide a Person Trusts and is Trusted 如何决定信任与被信任

Determinants Affecting a Person’s Trustful or Mistrustful Behavior 决定信任与非信任的因素

Effects of Trust信任的效应

Suggestions of Enhancing Mutual Trust 增进相互信任

Week twelve

Chapter 9  Personal Styles VS Negotiation Modes个性类型与谈判模式

                     Negotiators’ Personal Styles 谈判者的个性类型

Personal Style vs. Negotiation Modes 个性类型与谈判模式…

Application of Personality Checks 个性测试的应用

Week thirteen

Chapter 10  Game Theory and Negotiation Application 博弈论及其在谈判中的应用

              Game Theory, its Assumption and Rules 博弈论、假设条件与规则

              Matrix Display and Consequences 矩阵演示与结果

                     Prisoners’ Dilemma 囚徒的困惑

         Direct Determinants of Coordination Goal

合作目标的直接决定因素

  注：第十章可根据学生的掌握程度适当增加课时，特别是用英语授课时可能需要较长的授课时间。

Week fourteen

Chapter 11  Distributive and Price Negotiation 两分法谈判与价格谈判

Distributive Negotiation 两分法谈判

Price Negotiation and Negotiation Zone价格谈判与谈判区间

Case Study 案例研究

An Example of the Use of Cost Analysis 成本分析的实例应用

Week fifteen

Chapter 12  Complex Negotiation 复杂谈判

                      Complex Negotiation and their Properties 复杂谈判及其特性

                      Involvement of Third Party 第三方的介入

                      Coalition, Multi-party Negotiation （联合体与多方参与的谈判）

Week sixteen

              Chapter 13  Culture Pattern vs. Negotiation Patterns文化模式与谈判实践…

       Definition of Culture 文化

Culture Patterns 文化模式

Hofstede cultural study 霍夫斯泰德的文化价值研究

Week seventeen

Case Study 案例研究

                      Northstar 谈判中强势方和弱势方的转换和谈判风格

                     Simulation:模拟谈判：

 弱势方为什么会变强势

 双方的真实焦点

Week eighteen

期末考试