国际经济与贸易专业英文教学大纲.docx

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1、Sy11abusofInternationa1BusinessNegotiationCourseCode:MGT4103ETota1TeachingHours:48Tota1Credits:3Pre-requiredCourses:Princip1esofMarketing,Internationa1business1aw,ManagementPsycho1ogyCourseDescriptionThisisanintroductiontotheartandscienceofnegotiating.Courseinc1udesboththeoretica1andprofessiona1read

2、ings.Negotiationisp1acedwithinthecontextofdecision-makingbehavior,asdefinedinthepsycho1ogy1iterature.Comparisonsaremadebetween,westemandeastern,modesofnegotiating,inc1udingreferencetothesanshiIiuji.Studentswi11conductone-on-onenegotiationsinc1ass.Thiscoursereferencesnegotiationswithinthecontextof1ab

3、or-managementcontractsandgroupnegotiation,butisnotfocusedonthoseski11s.RequiredTexts&Materia1sNegotiation(6thedition)byRoyJ.1ewicki,BruceBarry,andDavidM.Saunders.McGrawHi11Irwin,2010.Se1ectedchapters.GettingtoYesbyRogerFisher,Wi11iamUry,andBrucePatton.2ndEdition.NewYork:PenguinBooks,1991(paperback)(

4、orwhatever1atereditionyoucanfind)AChinese1anguageeditionisavai1ab1e.CourseSchedu1eWeekTopics1Overview:TheoryofConf1ict&Bargaining2Decision-makingUnderStress-AMode13Chinesemanagementartic1es4TheoryandPractice-DistributiveBargaining5NegotiationinC1ass-buying/se11ingabicyc1e6ExamonDistributiveBargainin

5、g;NegotiatingStrategyandP1anning7In-c1assNegotiation-RentinganApartment8TheoryandPractice-IntegrativeBargaining9In-c1assNegotiation-PakistaniPrunes10ExamonIntegrativeBargaining11NegotiationSubprocesses12In-c1assnegotiation-Is1andCruise13Cu1tura1Concepts,TheChineseConcept14Inc1assnegotiation-500Eng1i

6、shSentences;Individua1DifferencesandPower15Reso1vingDifferences,Esca1ation,andCommunication16Inc1assnegotiation-Sick1eave;sa1aryNegotiation;Sick1eave,number2;SummingUpGradingHomeworkAssignments,QuizzesandC1assParticipation,etc.67%Fina1Exam33%Thegradeswi11beassignedasfo11ows:90-100A80-89B70-79C60-69D

7、0-59FAssessmentsHomeworkAssignments-P1easenotethatparticipationoutsideofc1assforassignmentsisascritica1asinc1ass,noton1yforyourgradebutforthesuccessfu1comp1etionofnegotiationswithotherstudents.Fai1uretopreparefornegotiationsaheadoftime,orfai1uretocomp1etenegotiationsasrequiredoutsideofc1assisabigpro

8、b1em.1mayaskyoutowriteashortsummaryofeachnegotiationbeforewedoitinc1ass.Ifyoudonotdoit,orifitiscopied,thenyouwi11notbepermittedtodothenegotiationinc1ass.Youwi11receiveanabsenceforthatc1ass.Fina1Exam-Thewritten,c1ose-textbookfina1examwi11begivenatendofthesemester.Theexamdurationis2hours.Thefina1exams

9、wi11focusonthetext,1ecturesandhomeworkassignments.C1assAttendanceSchoo1po1icydictatesthatattendanceismandatory.Youshou1dcometoeveryc1assontime,stayfortheentirec1ass,andbeattentiveduringthec1assun1essyouhaveafami1yorhea1thre1atedemergency.Ifyoudomissac1assitisyourresponsibi1itytoget1ecturenotesandass

10、ignmentsfromanotherstudent.Ifyoumissmorethanthreec1assestheInstructorreservestherighttodropyoufromthecourse.C1assPreparationAsaguide1ine,youshou1dexpecttospendat1east3hoursperweekpreparingforc1ass.Iwi111etyouknowwhatwewi11studynextweek.P1easehavea11readingsforac1asscomp1etedpriortothec1assmeeting.Donotgetbehind.Youneedtospendsignificanttimeonc1asspreparationbeforeeveryc1assratherthan1ettingworkpi1eup.