Veidlapa Nr. M-3 (8)
Study Course Description
Business Negotiation for Doing Business
Course Code
SBUEK_225
Branch of Science
-
ECTS
3.00
Target Audience
Business Management; Juridical Science; Management Science
LQF
Level 6
Study Type And Form
Full-Time
Study Course Implementer
Course Supervisor
Līga Sileniece
Structure Unit Manager
Ieva Puzo
Structural Unit
Faculty of Social Sciences
Contacts
Dzirciema street 16, Rīga, szf@rsu.lv
About Study Course
Objective
The aim of the course is to develop an understanding of business negotiation concepts and business negotiation strategies defined in negotiation theory, as well as to develop business negotiation skills to achieve business goals. Students will be introduced to the stages of the business negotiation process, factors influencing the results of business negotiations, as well as such aspects of business negotiations as the goals setting, parties and power, interests and decision making, trust, a deal, its conclusion and evaluation, business negotiation environment, etc. By investigating the typical business negotiation situations, students will gain insight into the practical implementation of the business negotiation process, using the business negotiation strategies developed in the negotiation theory.
As a result of the course, students must be able to recognize the frameworks of integrative and distributive business negotiations, be able to identify appropriate business negotiation strategies, as well as be able to choose effective action to resolve conflicts, as well as overcome deadlocks into business negotiations and avoid most common mistakes using prevention options. To achieve this goal, the course content is based on a multidisciplinary approach that incorporates management, business, legal and psychological perspectives on business negotiations.
Preliminary Knowledge
Basics of enterpreneurship, basics in business communicatin
Learning Outcomes
Knowledge
1.Understanding the rationale behind main concepts in negotiation theory; Differentiating between integrative and distributive negotiation concepts; Knowledge of the stages of the process of business negotiations and the management of business negotiations as a business process in a company; Knowledge of business-specific types of business negotiations; Being able to independently assess the rational behind ethical issues of business negotiations. Understanding of psychological aspects and cultural differences in business negotiations.
Skills
1.Feasibility study of business negotiations, collection and analysis of information. Planning of business negotiations, development of strategy, including goalsetting, identification of interests, development of alternatives, setting negotiation agenda . Conducting business negotiations, creating discussions, overcoming deadlocks. Managing emotions in business negotiations, making contact in business negotiations. Reaching a deal, fixing the results. Developing a habit of self-reflection to further improvement of business negotiation skills.
Competences
1.Ability to advocate efectively once own (or companies` ) interests in busines negotiations. Ability to navigate through negotiatin process phases and manage negotiations as a business process in a company. Being able to keep the stance in business negotiations. Being fit to evalute special cases of enterpreneural negotiatins.
Assessment
Individual work
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Title
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% from total grade
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Grade
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|---|---|---|
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1.
Individual work |
-
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-
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A presentation of latest research articles on the topics of the course schedule (group work). Students are meant to browse scientific literature publist within last 5 years and prepare a presentation on 3 studies. Students should includetheoretical background of the research, research methods, and research results.
In order to evaluate the quality of the study course as a whole, the student must fill out the study course evaluation questionnaire on the Student Portal.
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Examination
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Title
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% from total grade
|
Grade
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|---|---|---|
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1.
Examination |
-
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-
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Negotiation case playout. Examination work is designed in the form of role play and includes: 1) preparation of negotiation strategy (written); 2) negotiation case playout in 2 rounds (oral); 3) feedback to other party involved (oral); 4) selfreflection (written).
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2.
Examination |
-
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-
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Attendance - 10%
Middle term test - 20%
Presentation - 20%
Final examination (seminar) - 50%
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Study Course Theme Plan
FULL-TIME
Part 1
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Class/Seminar
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Modality
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Location
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Contact hours
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|---|---|---|
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Off site
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E-Studies platform
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2
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Topics
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Deadlocks and common mistakes in business negotiations
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-
Lecture
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Modality
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Location
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Contact hours
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|---|---|---|
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Off site
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E-Studies platform
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2
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Topics
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Development of negotiation theory, fields of research
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-
Class/Seminar
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Modality
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Location
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Contact hours
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|---|---|---|
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Off site
|
E-Studies platform
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2
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Topics
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Preparation phase in business negotiations. Negotiation goals, alternatives, research, agenda, strategy development.
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-
Class/Seminar
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Modality
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Location
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Contact hours
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|---|---|---|
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Off site
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E-Studies platform
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2
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Topics
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Core phase of business negotiations? Negotiation dynamics, persuation and argumentation in negotiation
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-
Class/Seminar
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Modality
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Location
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Contact hours
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|---|---|---|
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Off site
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E-Studies platform
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2
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Topics
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Business negotiations - special cases! Raising capital, merging companies, share purchase transactions.
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Lecture
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Modality
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Location
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Contact hours
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|---|---|---|
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Off site
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E-Studies platform
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2
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Topics
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Psychological aspects in business negotiations. Negotiation styles.
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-
Class/Seminar
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Modality
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Location
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Contact hours
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|---|---|---|
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Off site
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E-Studies platform
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2
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Topics
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Contract negotiations. Deal closing and negotiation outcomes.
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Lecture
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Modality
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Location
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Contact hours
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|---|---|---|
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Off site
|
E-Studies platform
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2
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Topics
|
Contract negotiations. Deal closing and negotiation outcomes.
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-
Lecture
|
Modality
|
Location
|
Contact hours
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|---|---|---|
|
Off site
|
E-Studies platform
|
2
|
Topics
|
Core phase of business negotiations? Negotiation dynamics, persuation and argumentation in negotiation
|
-
Lecture
|
Modality
|
Location
|
Contact hours
|
|---|---|---|
|
Off site
|
E-Studies platform
|
2
|
Topics
|
Preparation phase in business negotiations. Negotiation goals, alternatives, research, agenda, strategy development.
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Total ECTS (Creditpoints):
3.00
Contact hours:
20 Academic Hours
Final Examination:
Exam (Written)
Bibliography
Required Reading
1.
Jung S., Krebs P. Introduction and Instructions for Use. In: The Essentials of Contract Negotiation. Springer, Cham. 2019
2.
Michael Benoliel. Negotiation Excellence: Successful Deal Making. 2nd Edition. Hackensack, NJ : World Scientific. 2014
Additional Reading
1.
Raymond A. Friedman, Robin L. Pinkley, William P. Bottom, Wu Liu and Michele Gelfand. Implicit Theories of Negotiation: Developing a Measure of Agreement Fluidity. 2019. Negotiation and Conflict Management Research, Volume 13, Number 2, Pages 127–150
2.
Au AKC, Wong NCQ. Perceived deception in negotiation: Consequences and the mediating role of trust. Journal of Social Psychology.159(4), 459–473.
3.
Warter I. Negotiation and Decision Making in Mergers and Acquisitions. Intercultural Due Diligence. Nova; 2019.
4.
Sullivan-Marx, E. M., & Gray-Miceli, D. (Eds.). Leadership and management skills for long-term care. Power and Negotiation. Pages 73-77. Springer Publishing Company. ProQuest Ebook Central, 2008
5.
Feld, B., & Mendelson, J. Venture deals: Be smarter than your lawyer and venture capitalist. John Wiley & Sons, Incorporated, 2016
6.
McRae, Brad. Negotiating and Influencing Skills: The Art of Creating and Claiming Value. SAGE Publications, 1997. ProQuest Ebook Central
7.
Edward W. Miles. Developing Strategies for Asking Questions in Negotiation. Negotiation Journal October 2013. Page 383-412.
8.
Michael Schaerer, Laurel Teo, Nikhil Madan, Roderick I Swaab. Power and negotiation: review of current evidence and future directions. Current Opinion in Psychology 2020, 33:47–51.