IB P6 - INTERNATIONAL BUSINESS NEGOTIATIONS

Outcomes Students

of this course will be able to:
1. Effectively prepare to any negotiations;
2. Find and use an effective leverage in negotiations
3. Elaborating the plan of the negotiation game
4. Correctly analyze the negotiations outcome

Syllabus Contents:

Unit 1

 Introduction to Negotiations: Alternative Negotiation Strategies (Cooperation
vs. Competition, and Various Intermediate Approaches). Defining and
Quantifying your Interests and Objectives. Defining Goals and Limits. Basic
Factors Affecting Negotiation. Classification of Negotiator Types. Ideal
Negotiator: a Set of Qualities. Personal Power. Understanding the Limits of
Your Negotiating Authority.

Unit 2

Preparation for Negotiation: Public Speaking and Persuasion skills. Disputing
Technique. Presenting Information. Using Visual Aid. Building Argument. Using
Rhetorical Questions. Emphasizing and High-lighting Key Points. Controlling
the discussion. Negotiating Games/Techniques. Perception of the Opponent. Art
of Listening to Hear. Skills of a Good Listener. Verbal and Non-
Verbal Communication. Preparing to Negotiate. The Preliminary Stage. The
Information Stage.

Unit 3

 Implementing the Negotiations: Question-Answer Skills. Important Factors:
Time, Place, Authority, Participants etc. The Competitive/Distributive Stage.
Psychological Entrapment. Tension Between Principals and Agents. The Pros
and Cons of Using an Agent. Tacit and Overt Advising. Expectations. Tension
Between Empathy and Assertiveness. The Ability to Exploit an Inequality and
Unleveled Playing Field. The Ability to Fish Out and Protect Sensitive
Information. The Ability to Be Believable and to Spot the Bluff. The Ability to
Strike the Right Balance in Competing and Compromise. Post Negotiation
Assessment

Unit 4

International Negotiations: Negotiation Ethics. Multilateral Negotiations.
Coalitions. Devising a Constructive Concession Pattern. Control of Emotions of
Negotiators. Separating Factual Differences/Disagreements from Emotional.
Playing several games at the same time. Combining Negotiations and litigation.
Russian realities of negotiating procedure.
Closing of the Deal. The Closing Stage. The Cooperative/Integrative Stage.
Drafting Definitive Documentation. Importance of Due Diligence.

Skill Level: Beginner