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Syllabus ofInternational BusinessNegotiationCourse Code:MGT4103ETotal TeachingHours:48Total Credits:3Pre-required Courses:Principles ofMarketing,International businessLaw,Management PsychologyCourseDescriptionThis isan introductionto theart andscience ofnegotiating.Course includesboth theoreticalandprofessional readings.Negotiation isplaced within the context of decision-making behavior,as definedinthe psychologyliterature.Comparisons aremade betweennwestern*and eastern”modes ofnegotiating,including referenceto thesan shiliu jin.Students willconduct one-on-one negotiationsinclass.This coursereferences negotiationswithinthecontextoflabor-management contractsand groupnegotiation,but isnot focusedon thoseskills.Required TextsMaterialsNegotiation6th editionby RoyJ.Lewicki,Bruce Barry,and DavidM.Saunders.McGraw HillIrwin,
2010.Selected chapters.Getting toYes byRoger Fisher,William Ury,and BrucePatton.2nd Edition.New York:Penguin Books,1991paperback orwhatever lateredition youcan findA Chineselanguage editionis available.Course ScheduleWeekTopics1Overview:Theory ofConflictBargaining2Decision-making UnderStress-A Model3Chinese managementarticles4Theory andPractice-Distributive Bargaining5Negotiation inClass-buying/selling abicycle6Exam onDistributive Bargaining;Negotiating Strategyand Planning7In-class Negotiation-Renting anApartment8Theory andPractice-Integrative Bargaining9In-class Negotiation-Pakistani Prunes10Exam onIntegrative Bargaining11Negotiation Subprocesses12In-class negotiation-Island Cruise13Cultural Concepts,The ChineseConcept14In classnegotiation-500English Sentences;Individual Differencesand Power15Resolving Differences,Escalation,and Communication16In classnegotiation-Sick Leave;salary Negotiation;Sick Leave,number2;SummingUpGradingHomework Assignments,Quizzes andClass Participation,etc.67%Final Exam33%The gradeswill beassigned asfollows:90-100A80-89B70-79C60-69D0-59FAssessmentsHomework Assignments-Please notethat participationoutside ofclass for assignments isas criticalasin class,not onlyfor yourgrade butfor thesuccessful completionof negotiationswith otherstudents.Failure toprepare fornegotiations aheadof time,or failureto completenegotiations asrequired outsideofclass isa bigproblem.I mayask youto writea shortsummary ofeach negotiationbefore wedo itin class.If youdo notdo it,orif itis copied,then youwill notbe permittedto dothe negotiationin class.You willreceive anabsencefor thatclass.Final Exam-The written,close-textbook finalexam willbe givenat endof thesemester.The examdurationis2hours.The finalexams willfocus onthe text,lectures andhomework assignments.Class AttendanceSchoolpolicy dictatesthat attendanceis mandatory.You shouldcome toevery classon time,stay fortheentire class,and beattentive duringthe classunless youhave afamily orhealth relatedemergency.Ifyou domiss aclass itis yourresponsibility toget lecturenotes andassignments fromanother student.Ifyou missmore thanthree classesthe Instructorreserves theright todrop youfrom thecourse.Class PreparationAsa guideline,you shouldexpect to spend atleast3hours perweek preparingfor class.I willlet youknowwhat wewill studynext week.Please haveall readingsforaclass completedprior tothe classmeeting.Do notget behind.You needtospendsignificant timeon classpreparation beforeevery classratherthan lettingwork pileup.。