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1 Introduction
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1.1 Course outline ,Daily grade
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1.2 Methods of teaching and learning
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1.3 VIdeo case learning
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1.4 PBL + TBL:Team Building
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2 Chapter1: Overview of Global Business Negotiations
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2.1 Prepare lesson before class
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2.2 chapter1.1 The definitions and types of negotiation
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2.3 chapter1.2 Negotiation Architecture
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2.4 chapter1.3 Negotiation tips
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2.5 case analyze
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2.6 summary: keypoints of chapter1
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3 Chapter2:Role of Culture in Negotiation
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3.1 Prepare lesson before class
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3.2 chapter2.1 Connotation of Culture in Negotiation;
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3.3 chapter2.2 The specific impacts of Culture on Negotiation
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3.4 case study
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3.5 summary: keypoints of chapter2
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4 Chapter3:Negotiating Power and Style
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4.1 Prepare lessons before class
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4.2 chapter3.1 Negotiation power
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4.3 chapter 3.2 Negotiation Style
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4.4 case study
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4.5 Summary:keypoints of chapter 3
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5 Chapter 4 Negotiation Process(structure and element)
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5.1 Prepare lessons before class
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5.2 chapter 4.1:Overview of negotiation process
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5.3 chapter4.2 Key element of process
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5.4 Summary:keypoints of chapter 4
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6 Chapter5:Pre-negotiations Process
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6.1 Prepare lessons before class
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6.2 chapter 5.1Negotiation preparation
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6.3 chapter 5.2 Developing strategies and tactics.
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6.4 Student‘s practice: Negotiation Preparation
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6.5 Summary:keypoints of chapter 5
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7 Chapter 6: Initiating Global Business Negotiations
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7.1 chapter6.1 Establish position
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7.2 chapter6.2 Clarify and defend position
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7.3 Student's practice
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7.4 Summary: Keypoints of chapter 6
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8 Chapter7:Trading Concessions
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8.1 Prepare lessons before class
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8.2 chapter7.1 key principle of trading concessions
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8.3 chapter7.2-7.3 Prepare concession and key terminology
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8.4 chapter7.4 Dealing with the deadlocks
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8.5 summary:keypoints of chapter7
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9 Chapter 8: Price Negotiation
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9.1 chapter8.1 Basic knowledge of Price Negotiation
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9.2 chapter8.2 The pattern of price concession
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9.3 chapter8.3 Key factors of price Negotiation
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9.4 Summary: keypoints of chapter8
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10 Chapter 9: Closing Business Negotiations and Renegotiations
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10.1 Prepare lessons before class
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10.2 chapter9.1 Closing Negotiations
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10.3 chapter9.2 Signing Contract
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10.4 chapter9.3 Renegotiation
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10.5 Summary: key points
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11 chapter 10: Alliance ,IJV and M&A negotiation
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11.1 Case analyze (一)
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11.2 Case analyze(二)
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12 topic1: Communication Skills for Effective Negotiations
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13 各国商务谈判文化集萃
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13.1 Type A country
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13.2 Type B country