Objectives and competences
The main goal of this course is to acquaint students with the basics of business negotiations in an international setting, and to introduce them to strategies and tactics of business negotiations while providing key theoretical, methodological, and practical foundations of the business negotiation process in different cultural environments. By studying the mentioned fields, students will acquire the necessary knowledge for further individual education and training in the field of international business negotiations.
Content (Syllabus outline)
1. Understanding the Negotiation
2. Objectives of Negotiation
3. The Negotiation Process
4. Negotiating Strategy and Tactics
5. Communications in Negotiation
6. Negotiation skills
7. The Actors in Negotiation
8. Cultural differences in Negotiation
9. International Negotiation
10. Ethics in International Negotiation
11. Model of International negotiation
12. Examples of negotiations in an international environment
Learning and teaching methods
• written exam.
• seminar work
Written exam - students must achieve 56% of all points to pass.
Seminar work - writing and presenting an individual or group seminar assignment.
Intended learning outcomes - knowledge and understanding
Student in this course:
1. Acquire in-depth and systematic knowledge in the field of business negotiations and among related fields. At work can use specific theories (communication, behaviour, conflict resolution) and research in this field (understands scientific articles and knows how to apply them) (PILO1a, PILO2a).
2. Mastered the knowledge of business negotiations, which enables him to critically evaluate research, knowledge and methodological approaches and justify different (alternative) approaches in business negotiations (PILO2a).
3. Acquires knowledge in the field of techniques and tactics of business negotiations independently and self-critically. Mastered the independent learning necessary for continuing professional development in the field of business negotiations (PILO2c, PILO2a).
4. Mastered the negotiation process in complex, unpredictable international business negotiations (PILO2.a).
5. Demonstrates independence and originality in solving problems in business negotiations. Independently plans and implements tasks at a professional level and knows how to make decisions in complex and unpredictable international situations (PILO 3b).
6. Develops skills for working with a group as a leader or as a member of a negotiating team. Explain the tasks and use the abilities of the group members accordingly. Handles negotiations and conflicts with an appropriate degree of self-confidence (PILOc, PILO3a).
7. Is aware of ethical dilemmas in negotiations in an intercultural environment (PILO4a).
8. Can use negotiation skills or develop new skills for new circumstances in the international environment (PILO 4c).
The PILO label (i.e., Programme Intended Learning Outcomes) defines the contribution of each listed intended learning outcome of a course towards achieving the general and/or subject-specific competencies or learning outcomes acquired through the programme.
Intended learning outcomes - transferable/key skills and other attributes
Student in this course:
1. Acquire in-depth and systematic knowledge in the field of business negotiations and among related fields. At work can use specific theories (communication, behaviour, conflict resolution) and research in this field (understands scientific articles and knows how to apply them) (PILO1a, PILO2a).
2. Mastered the knowledge of business negotiations, which enables him to critically evaluate research, knowledge and methodological approaches and justify different (alternative) approaches in business negotiations (PILO2a).
3. Acquires knowledge in the field of techniques and tactics of business negotiations independently and self-critically. Mastered the independent learning necessary for continuing professional development in the field of business negotiations (PILO2c, PILO2a).
4. Mastered the negotiation process in complex, unpredictable international business negotiations (PILO2.a).
5. Demonstrates independence and originality in solving problems in business negotiations. Independently plans and implements tasks at a professional level and knows how to make decisions in complex and unpredictable international situations (PILO 3b).
6. Develops skills for working with a group as a leader or as a member of a negotiating team. Explain the tasks and use the abilities of the group members accordingly. Handles negotiations and conflicts with an appropriate degree of self-confidence (PILOc, PILO3a).
7. Is aware of ethical dilemmas in negotiations in an intercultural environment (PILO4a).
8. Can use negotiation skills or develop new skills for new circumstances in the international environment (PILO 4c).
The PILO label (i.e., Programme Intended Learning Outcomes) defines the contribution of each listed intended learning outcome of a course towards achieving the general and/or subject-specific competencies or learning outcomes acquired through the programme.
Readings
1. Završnik, B, (2007) . Poslovna pogajanja v medkulturnem okolju, Maribor, EPF.
2. Završnik, B. (2024) Mednarodna poslovna pogajanja, v pripravi.
Dodatna študijska literatura (Additonal textbooks):
3. Kavčič, B. (2009). Medkulturna pogajanja. Celje: Fakulteta za komercialne in poslovne vede.
4. Cohen, S. P. (2007). Negotiate Your Way To Success. New York: McGraw-Hil.
5. Reardon, K.. (2005). Becoming a Skilled Negotiator. John Willey&Sons.
