Term 7, 2004
Overview
To teach the language and the cultural and social aspects of negotiating in
international business and everyday situations.
Purpose
The objectives of this course are to teach students the language as well as
the cultural and tactical aspects of negotiating in international business and in everyday situations.
By the end of this course students should be able to demonstrate competence
in the following:
- Setting realistic goals
- Making concessions
- Setting a bottom line
- Evaluation and assessing the balance of power
- Working to reach a mutually satisfying agreement
- Determing a strategy
- Taking ino consideration cultural issues
Materials
Effective Negotiating by Jeremy Comfort
Videos: Negotiate Like the Pros [VHS] Volume 1 - 4
Successful
Negotiating [VHS] A.M.A F.Y.I series
Handouts
Assessment
The course committee decided on the following breakdown:
Pariticipation, Attendance, Prepartion and Mid-term, Final Negotiation
Title of Unit
Prefatory Statement
Significant Assumptions
Outcomes/Standards/Objective
Whole class Activities
Small groups
Individual
Alone
Ongoing Activities
Student Resources
Unit Launch
Organization of Unit
Wk 1, 2, 3...
Detail plan for 2 days
Supporting Materials for Teachers who teach the unit
Assessment package
