《Business Negotiation》Syllabus

Course Number:           2105607020 

Course Name:               Business negotiations

Instructors:                    Xiang Jianguo

Required Text:       Business Negotiation Writing Group. Fei Xiangjun, Hu Yiming. Theory and practice of business negotiation[M]. Xi'an: Xidian University Press,2017.

Course Description:      Business negotiation is an optional course for students majoring in business administration, through the teaching of this course, students are required to understand the meaning and theory of business negotiation, be familiar with the process, skills and methods of business negotiation, master and be able to use the knowledge of psychology and behavior, and apply the language arts and strategies in business negotiation to carry out practical business negotiation work.

                                                                                                   Credits/Teaching Hours

Outline of UG CPC Topics Covered in this Course:    (2 credits/32 Teaching Hours)

   I.   Chapter 1 Overview of Business Negotiations            2 Teaching Hours

Section 1 The Concept of Business Negotiation

Section 2 Basic Principles of Business Negotiation

Section 3 Types of Business Negotiations                                           

  II. Chapter 2 Quality Requirements for Business Negotiators    2 Teaching Hours

Section 1 Business Competence that Business Negotiators Should Possess

Section 2 Qualities that business negotiators should have

Section 3 Basic knowledge and professional knowledge that business negotiators should have

III.. Chapter 3 Negotiation Theory                          2 Teaching Hours

    Section 1: Game Theory and Business Negotiation

Section 2: Fairness Theory and Negotiation

Section 3: "Black Box" Theory and Negotiation

Section 4 Other Theories and Business Negotiations

IV. Chapter 4 The Psychology of Business Negotiation          2 Teaching Hours

Section 1: The Psychological Basis of Business Negotiation

Section 2 Temperament and Business Negotiation

Section 3 Personality and Business Negotiation

Section 4 The Negotiator's Pursuit

  V.   Chapter 5 Preparation for Negotiations                  10 Teaching Hours

Section 1: Organization of the negotiating team

Section 2: Collection of negotiation materials and information

Section III Preparation of the negotiating agenda

Section 4 Preparation of material conditions

VI.   Chapter 6 Language Arts in Business Negotiations         4 Teaching Hours

Section 1 Narrative Skills in Business Negotiations

Section 2 Q&A Skills in Business Negotiations

Section 3 Debate Skills in Business Negotiations

Section 4 Listening Skills in Business Negotiations

Section 5 Behavioral Language in Business Negotiations

VII.   Chapter 7 Business Negotiation Strategies                               6 Teaching Hours

       Section 1 Strategies for the opening phase

Section 2 Strategies for the Quotation Phase

Section 3 Strategies of bargaining and concessions

Section 4 Strategies for the final phase

Ⅷ. Chapter 8 Removal of Obstacles in Business Negotiations   2 Teaching Hours

Section 1: Causes of Impasse and Methods of Handling Problems

Section 2 Strategies for Breaking the Deadlock in Negotiations

Section 3: Handling of Other Obstacles

IV. Chapter 9 The Negotiation Styles of Businessmen of the Major Countries of the World                                             2 Teaching Hours

Section 1 Japanese Negotiation Style

Section 2 Americans' Negotiation Style

Section 3 European Negotiation Styles

Section 4 Negotiation Styles of Businessmen from Other Countries

Total (Teaching Hours)                                                                                32  

Summary of UG CPC Topics Covered in this Course:         (32 Teaching Hours)