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1《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:InternationalBusinessNegotiations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2ChapterIAnOverviewofIBNoneclasshourSectionIConceptandcharacteristicsofinternationalbusinessnegotiationSectionIIPrinciplesofBusinessNegotiationSectionIIIThetypesofinternationalbusinessnegotiationSectionIVForm&ApproachesofBusinessCommunicationKeypoint:Negotiationsareastruggleofwitsandcapabilitiesaswellasachaseofstrategyandskills.Underthecircumstanceofmarketeconomy,businessnegotiationscoveringeverywhereandanytimecancontributetoasignificantimpactoncompanies’survivalanddevelopment.Thecorrespondingcourseteachingobjectives:1ChapterIIThetheoriesofinternationalbusinessnegotiationoneclasshourSectionITheEconomictheorySectionIITheBasicPsychologicalTheoryofBusinessNegotiationSectionIIIIntegrativeapproachandwin-winprincipleSectionIVGametheoryandtheprincipleofgoodfaithKeypoint:Themodelswiththetheoryofcomparativeadvantageandthetheoryofreciprocaldemandarewidelyusedtoensurethepriceoftrade.Themodelsofthetheoryoftrademainlyshowswhyinternationaltradehappensandwhethertheprofitdistributionintradeisbalancedornot.Difficultpoint:conceptThecorrespondingcourseteachingobjectives:1ChapterIIIPersonnelquality,psychologicalandthegroupcompositionofInternationalBusinessoneclasshourSectionIpsychologyinInternationalbusinessnegotiationSectionIIIndividuals’psychologicalactivitiesduringtheinternationalbusinessnegotiationsSectionIIIThequalitiesnegotiatorsshouldpossessSectionIVGroupscompositionofinternationalbusinessnegotiationKeypoint:ThischaptershowsMaslow’sHierarchyofNeeds,pointingout5degreesofpeople’sneed,extendingthebusinessnegotiationtheoryanditsdifferentusesinbusinessnegotiations,andexplainstherelationsbetweenabilityandnegotiations,qualitiesandnegotiationsandintroducesdifferentkindsofqualitiesandfinallyanalyzesthefeaturesanddivisionsofthenegotiationsgroups.Thecorrespondingcourseteachingobjectives:13ChapterIVDifferencesofCultureinInternationalBusinessNegotiationsoneclasshourSectionICulturalfactorsaffectingthestyleofbusinessnegotiationsSectionIICulturaldifferencesoninternationalbusinessnegotiationSectionIIIThebusinessnegotiationcustomsandstylesintheprimeregionKeypoint:Theculturaldifferenceshavedifferentinfluenceinbusinessnegotiation.Culturalfactorsinnegotiationstyleandculturaldifferencewillhaveimpactsonnegotiation.Itdealswiththewaytotreatculturaldifferencesinnegotiation.Thecorrespondingcourseteachingobjectives:1ChapterVPreparationsforBusinessNegotiationsoneclasshourSectionIThePreparationsofBusinessNegotiationsSectionIITheInformationPreparationforBusinessNegotiationsSectionIIIBusinessnegotiationplansSectionIVSimulatedNegotiationKeypoint:Preparationofnegotiatorsistosetupateam,whichincludesthescaleofthenegotiationteam,thequalityofnegotiatorswhichshouldbepossessedbythenegotiatorsanddivisioncooperationbetweengroupmembersandsoon.Theinformationcollectionistobetterunderstandeachother’sintentions,tomakeproperplansandnegotiationtactics,strategiesandthebasicpremise.Thecorrespondingcourseteachingobjectives:1ChapterVIBusinessNegotiationStrategiesoneclasshourSectionIStrategiesofStartingStagesSectionIIStrategiesofofferSectionIIIStrategyofconsultationstageSectionsIVStrategiesontheStageofStrikingaBargainingKeypoint:Businessnegotiationstrategyisgenerictermsofapproaches,measures,techniques,tactics,toolsandcombinationsofgeneralapplicationtoachieveaspecificgoalintheprocessofbusinessnegotiations.Thecorrespondingcourseteachingobjectives:1ChapterVIICommunicationSkillsinBusinessNegotiationsoneclasshour4SectionISoundLanguageinBusinessNegotiationSectionIIThesilentLanguageinBusinessNegotiationSectionIIIWordprocessinginbusinessnegotiationKeypoint:Allthelanguagesusedcanfallintotwocategories:verballanguageandnon-verballanguage,language,thebridgeinnegotiationistheprimaryfactortosuccessorfailureforthenegotiation.Sohowtouseappropriatelytheskilloflanguageisamajorconcernandconsiderationforthenegotiators.Thecorrespondingcourseteachingobjectives:1ChapterVIIIDifferentFormsofTacticsinBusinessNegotiationoneclasshourSectionINegotiationskillsforthesuperiorSectionIINegotiationskillsfortheinferiorSectionIIINegotiationskillsforthebalancedKeypoint:Choiceandapplicationofbusinessnegotiationtacticsmostlydependsheavilyonthestrongorweakstrengthofbothsides.Exertingtacticsexpertlyandskillfullyishelpfultoachievethesuccessfulnegotiat
本文标题:国际商务谈判课程教学大纲
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