《国际商务谈判课程》教学大纲课程名称：国际商务谈判课程编号： 11153002 英文课程名称：International Business Negotiations适用专业：国贸，金融，经济总学时数：30 学分数：2理论教学时数:10 实验（实践）教学时数：20 执笔人：黄伟编写日期：2017年2月一、课程性质与任务《国际商务谈判》是国际经济与贸易专业的专业基础课程，融多学科、多方面的知识于一体，具有很强的实践性、操作性的课程。

该门课程的主要教学任务是以人才培养与社会需求相适应为核心，强化理论与实践相结合，通过本课程理论和试验课程学习,使学生掌握并运用国际商务谈判策略、技巧、跨文化沟通能力，以实现以“知识、能力、素质”交融培养和“厚基础、强特色、重创新”为课程培养目标。

二、课程教学目标1.通过本课程的学习，了解国内外经典的谈判理论，包括谈判产生的原因、谈判结构、双赢理念、合作原则谈判法、谈判力、利益分配法则、信任法则、博弈论在谈判中的应用、两分法谈判与复杂谈判、谈判个人心里和文化背景等，能运用基本理论和实例对影响谈判全过程的主要因素进行全面分析。

2.结合理论部分内容进行具有典型性和普遍性的案例分析，使其更好地服务于理论的讲解，培养学生认识问题、分析问题和解决问题的能力。

3.通过网络谈判教学让学生运用先进教学设备和技术手段，及时查找就商务谈判相关前沿发展现状和趋势，了解贸易谈判中的相关新政策等信息。

4.学生在模拟谈判整个过程中（谈判前、谈判中和谈判后）可以依据真实案例比较实际谈判的结果和自己谈判的结果，获得比较接近实际的真实体验，培养学生具有良好的品德修养、较强的语言表达能力、沟通能力、熟练运用外语进行跨文化交流能力，具有综合不同学科知识解决实际问题的能力、独立思考的能力和创新思维的能力和团队合作能力。

三、课程教学内容、要求及学时分配1.理论教学Chapter I An Overview of IBN one class hour Section I Concept and characteristics of international business negotiation Section II Principles of Business NegotiationSection III The types of international business negotiationSection IV Form & Approaches of Business CommunicationKey point: Negotiations are a struggle of wits and capabilities as well as a chase of strategy and skills. Under the circumstance of market economy, business negotiations covering everywhere and any time can contribute to a significant impact on companies’ survival and development.The corresponding course teaching objectives：1Chapter II The theories of international business negotiation one class hour Section I The Economic theorySection II The Basic Psychological Theory of Business NegotiationSection III Integrative approach and win-win principleSection IV Game theory and the principle of good faithKey point: The models with the theory of comparative advantage and the theory of reciprocal demand are widely used to ensure the price of trade. The models of the theory of trade mainly shows why international trade happens and whether the profit distribution in trade is balanced or not.Difficult point: conceptThe corresponding course teaching objectives：1Chapter III Personnel quality, psychological and the group composition of International Business one class hour Section I psychology in International business negotiationSection II Individuals’psychological activities during the international business negotiationsSection III The qualities negotiators should possessSection IV Groups composition of international business negotiationKey point: This chapter shows Maslow’s Hierarchy of Needs, pointing out 5 degrees of people’s need, extending the business negotiation theory and its different uses in business negotiations, and explains the relations between ability and negotiations, qualities and negotiations and introduces different kinds of qualities and finally analyzes the features and divisions of the negotiations groups.The corresponding course teaching objectives：1Chapter IV Differences of Culture in International Business Negotiationsone class hour Section I Cultural factors affecting the style of business negotiationsSection II Cultural differences on international business negotiationSection III The business negotiation customs and styles in the prime regionKey point: The cultural differences have different influence in business negotiation. Cultural factors in negotiation style and cultural difference will have impacts on negotiation. It deals with the way to treat cultural differences in negotiation.The corresponding course teaching objectives：1Chapter V Preparations for Business Negotiations one class hour Section I The Preparations of Business NegotiationsSection II The Information Preparation for Business NegotiationsSection III Business negotiation plansSection IV Simulated NegotiationKey point: Preparation of negotiators is to set up a team, which includes the scale of the negotiation team, the quality of negotiators which should be possessed by the negotiators and division cooperation between group members and so on. The information collection is to better understand each other’s intentions, to make proper plans and negotiation tactics, strategies and the basic premise.The corresponding course teaching objectives：1Chapter VI Business Negotiation Strategies one class hour Section I Strategies of Starting StagesSection II Strategies of offerSection III Strategy of consultation stageSections IV Strategies on the Stage of Striking a BargainingKey point: Business negotiation strategy is generic terms of approaches, measures, techniques, tactics, tools and combinations of general application to achieve a specific goal in the process of business negotiations.The corresponding course teaching objectives：1Chapter VII Communication Skills in Business Negotiations one class hourSection I Sound Language in Business NegotiationSection II The silent Language in Business NegotiationSection III Word processing in business negotiationKey point: All the languages used can fall into two categories: verbal language and non-verbal language, language, the bridge in negotiation is the primary factor to success or failure for the negotiation. So how to use appropriately the skill of language is a major concern and consideration for the negotiators.The corresponding course teaching objectives：1Chapter VIII Different Forms of Tactics in Business Negotiationone class hour Section I Negotiation skills for the superiorSection II Negotiation skills for the inferiorSection III Negotiation skills for the balancedKey point: Choice and application of business negotiation tactics mostly depends heavily on the strong or weak strength of both sides. Exerting tactics expertly and skillfully is helpful to achieve the successful negotiation and reach objectives. The focus of this chapter is talking about the often-used negotiations skills for the negotiators in different position.The corresponding course teaching objectives：1Chapter IX Risk Aversion in International Business Negotiationone class hour Section I Analysis for the Risks of International Business NegotiationsSection II How to Forecast & Control Risks in International Business Negotiation Section III Methods to Avert RisksKey point: There are a wide range of complex factors that influence the success or failure of business activities. What we should make clear in international economic cooperation is that risks are difficult to be averted in business activities, we need to find chances to increase relatively stable return as well as to decrease the rates of causing different loss in the future.The corresponding course teaching objectives：1Chapter X Etiquette for International Business Negotiation one class hourSection 1 Summary for Etiquette in International Business NegotiationSection II Basic Business EtiquetteSection III Etiquette for International Business NegotiationKey point: Etiquette is the rules of international business negotiation if the communication processes violate the etiquette, it would not only undermine the feelings of both parties, but also affect the other aspects of yourself and evaluation, even lead to breakdown of the talks. So clearing the way for the smooth progress of negotiations is very important.The corresponding course teaching objectives：12. 实验教学:Experiment 1 2 class hours Liaoxi environmental industry park investmentⅠ. Experiment Aim:1. understand the process of business negotiation, including its concept, strategy and skill, psychological warfare spyware, how to solve the problem existed to put forward new solution.2. how to break deadlock during negotiation to promote win-win result.ⅡExperiment Theory1. Win-win Concept and Traditional Concept2. How can both sides win3. How to communicate with partner and solve the problem.Ⅲ. Experiment Content1. understand the process of Negotiation2. the characteristic of international negotiationⅣ. Experiment Demand1. each student learn the negotiation process2. offer how to handle and manage the win-win concept during the negotiationⅤ. Experiment Guidance1. Explain the structure of international negotiation according to the case.2. How can both sides get win-win result. Help students review the win-win theory.Experiment 2 2 class hoursThe office delay pay compensationⅠ. Experiment Aim:1.learn how to collect necessary information and locate the target decision2.form the staff negotiation teams3.choice of negotiation venuesⅡExperiment Theory1.Collaborative Principled Negotiation2.Invent Options for Mutual GainⅢ. Experiment Content1.Putting the above theory into the case2.Focus on Interests Not PositionsⅣ. Experiment Demand1.Prepare for the detailed data and material of the partner2.realize the programme prepared for the negotiation3.find out the shortage for each side during the process of negotiationⅤ. Experiment Guidance1.students are divided into several groups with four in each group, two students aresellers and the other two are buyers.2.continue the negotiation between two sides from where it stopped.3.the two students will discuss between themselves first and make decisions on finaloffer for the deal.Experiment 3 2 class hoursNegotiation on finance leaseⅠ. Experiment Aim:1.Team cooperation to overcome obstacle or weak point during negotiation2.put the theory into to the simulation practice and get the summary from thesimulationⅡExperiment Theoryw of interest Distribution2.Needs Theory3.Application of the Needs Theory in NegotiationⅢ. Experiment ContentAnalysis the background of seller and buyer, make out the outline for this case depending on the above theory, then try to apply to the case simulation.Ⅳ. Experiment Demand1.prepare to achieve a win-win result and apply in the negotiation2.analyze the interests of both parties and find out the common interests.3.if not reach an agreement with the other party, work out an options or alternatives. Ⅴ. Experiment GuidanceOrganize a group of 4 students. study the background materials for seller and the buyer respectively then discuss the key points to realize the finance lease.Experiment 4 2 class hoursAlteration of the right of distributionⅠ. Experiment Aim:1．Learn negotiation power and related factors2．Grasp application of power tactics3．Study factors causing the changes of negotiation powerⅡExperiment Theoryw of Trust2.Suggestions of Enhancing Mutual TrustⅢ. Experiment Content1.how to decide a person trusts and is trusted?2.Effects of Trust3.Determinants affecting a person’s trustful or mistrustful behaviorⅣ. Experiment Demand1.each group should discuss the background carefully to enhance trust one another2.analysis the secondhand market of cars and establish two at least plan fornegotiationⅤ. Experiment GuidanceWhatever each think will advance his interest, each side can introduce additional facts and assert opinions that would be plausible in this situation.Experiment 5 2 class hours Dispute on contract of purchase and sale of peanutⅠ. Experiment Aim:1.Learn the key theory and its application during negotiation2.Enhance further team cooperation and its flexibility during negotiationⅡExperiment TheoryGame Theory and Negotiation applicationⅢ. Experiment Content1.Study the organization structures of each group and understand the illustration ofGreen Bank Organization.2.to summarize the common interests and differences.3.to create and discuss new options and search for objective criteria.Ⅳ. Experiment Demand1.first group of students acting as a third party in the dispute between twodepartment managers, sales and product development, will help the other twoparties work out a solution themselves.2.the third group of students will explain his reason and if possible he may givemore of his own reasons as sales representative.Ⅴ. Experiment Guidance1.Two groups will be divided in this simulation. The first group act as a third party.The second group act as department managers and as product development.2.It is important for the second party to give his options and discuss with the otherparty in order for him to reach a solution acceptable to both sides with the help of the his own party.Experiment 6 2 class hoursSuspension of claimⅠ. Experiment Aim:1.Dealing with sales enquires2. Dealing with sales orders3. Negotiating a SaleⅡExperiment Theory1.Distributive Negotiation2.Price Negotiation and Negotiation ZoneⅢ. Experiment Content1.Study the case carefully then copy and complete the invoice with informationgiven during the conversation.2.Do the series exercises given depending on the situation points through internet. Ⅳ. Experiment Demand1.With very computer skill, the students must finish the exercises within given time.2.promoting the ability of listening and written language to enhance students’written negotiation ability.Ⅴ. Experiment Guidance1.grasp written outline and letter’s skill.2.finish the tasks with written language within given time in order to promotewriting skill.Experiment 7 2 class hoursSteel trade warehouse loansⅠ. Experiment Aim:1.Learn the definition of Culture2.Culture Patterns during negotiations around the WorldⅡExperiment Theory1.Involvement of Third Parties2.Coalition, Multi-party NegotiationⅢ. Experiment Content1.Learn Hi-tech and Technical Background nowadays by internet.2.Study the influence of Cross Culture to negotiation.Ⅳ. Experiment Demand1.Learn style of different countries’ culture and its function on negotiation2.promote your own adaptability to different culture around worldⅤ. Experiment GuidanceOrganize each side of 4 students for one group, assume that you are negotiators sent by Hi-tech. Follow the negotiation style guidelines but do not exaggerate them to the point of making them unrealistic. Discuss them with your team and plan how you will follow them in your negotiation.Experiment 8 2 class hours The joint venture of waste tire processing production baseⅠ. Experiment Aim:1.Learn the rule of joint venture and related factors2.Grasp application of power tactics3.Study factors causing the changes of negotiation powerⅡExperiment Theoryw of Trust2.Suggestions of Enhancing Mutual TrustⅢ. Experiment Content1.how to decide a person trusts and is trusted?2.Effects of Trust3.Determinants affecting a person’s trustful or mistrustful behaviorⅣ. Experiment Demand1.Each group should discuss the background carefully to enhance trust one another2.Analysis the market of waste tire and establish outline at least plan for negotiationⅤ. Experiment GuidanceWhatever each think will advance his interest, each side can introduce additional facts and assert opinions that would be plausible in this situation.Experiment 9 2 class hoursExport payment settlementⅠ. Experiment Aim:1.Application for the payment under the knowledge of payment terms2.Grasp application of payment tactics3.Study factors causing the changes of negotiation powerⅡExperiment Theoryw of International Trade2.Suggestions of Enhancing Mutual TrustⅢ. Experiment Content1.adjust the contract of business trade for export payment settlement2.win-win resultⅣ. Experiment Demand1.each group should discuss the background carefully to enhance trust one another2.analysis the secondhand market of cars and establish two at least plan fornegotiationⅤ. Experiment GuidanceWhatever each think will advance his interest, each side can introduce additional facts and assert opinions that would be plausible in this situation.Experiment 10 2 class hoursRelocation compensationⅠ. Experiment Aim:1.To overcome obstacle or weak point under adjustment of location govenmentduring negotiation2.Each sides will get the satisfactory results for the compensationⅡExperiment Theoryw of real east2.Needs Theory3.Application of the Needs Theory in NegotiationⅢ. Experiment ContentAnalysis the background of each side, make out the outline for this case depending on the above theory, then try to apply to the case simulation.Ⅳ. Experiment Demand1.prepare to achieve a win-win result and apply in the negotiation2.analyze the interests of each parties and find out the common interests.3.if not reach an agreement one another, work out an options or alternatives.Ⅴ. Experiment GuidanceFollow the negotiation style guidelines but do not exaggerate them to the point of making them unrealistic. Discuss them with your team and plan how you will follow them in your negotiation.四、教学方法本门课程的教学方法：课堂讲授、案例讨论、模拟谈判、网络谈判及课外作业（通过网络平台学习参考文献、答疑，远程谈判）。