国际商务谈判课程教学大纲.docx
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国际商务谈判课程教学大纲.docx
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《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
12
ChapterIAnOverviewofIBN oneclasshourSectionIConceptandcharacteristicsofinternationalbusinessnegotiationSectionIIPrinciplesofBusinessNegotiation
SectionIIIThetypesofinternationalbusinessnegotiationSectionIVForm&ApproachesofBusinessCommunication
Keypoint:
Negotiationsareastruggleofwitsandcapabilitiesaswellasachaseofstrategyandskills.Underthecircumstanceofmarketeconomy,businessnegotiationscoveringeverywhereandanytimecancontributetoasignificantimpactoncompanies’survivalanddevelopment.
Thecorrespondingcourseteachingobjectives:
1
ChapterII Thetheoriesofinternationalbusinessnegotiation oneclasshourSectionI TheEconomictheory
SectionII TheBasicPsychologicalTheoryofBusinessNegotiationSectionIII Integrativeapproachandwin-winprinciple
SectionIVGametheoryandtheprincipleofgoodfaith
Keypoint:
Themodelswiththetheoryofcomparativeadvantageandthetheoryofreciprocaldemandarewidelyusedtoensurethepriceoftrade.Themodelsofthetheoryoftrademainlyshowswhyinternationaltradehappensandwhethertheprofitdistributionintradeisbalancedornot.
Difficultpoint:
concept
Thecorrespondingcourseteachingobjectives:
1
ChapterIII Personnelquality,psychologicalandthegroupcompositionofInternationalBusiness oneclasshour
SectionI psychologyinInternationalbusinessnegotiation
SectionII Individuals’psychologicalactivitiesduringtheinternationalbusinessnegotiations
SectionIII Thequalitiesnegotiatorsshouldpossess
SectionIV Groupscompositionofinternationalbusinessnegotiation
Keypoint:
ThischaptershowsMaslow’sHierarchyofNeeds,pointingout5degreesofpeople’sneed,extendingthebusinessnegotiationtheoryanditsdifferentusesinbusinessnegotiations,andexplainstherelationsbetweenabilityandnegotiations,qualitiesandnegotiationsandintroducesdifferentkindsofqualitiesandfinallyanalyzesthefeaturesanddivisionsofthenegotiationsgroups.
Thecorrespondingcourseteachingobjectives:
1
ChapterIV DifferencesofCultureinInternationalBusinessNegotiations
oneclasshourSectionI CulturalfactorsaffectingthestyleofbusinessnegotiationsSectionII CulturaldifferencesoninternationalbusinessnegotiationSectionIII Thebusinessnegotiationcustomsandstylesintheprimeregion
Keypoint:
Theculturaldifferenceshavedifferentinfluenceinbusinessnegotiation.Culturalfactorsinnegotiationstyleandculturaldifferencewillhaveimpactsonnegotiation.Itdealswiththewaytotreatculturaldifferencesinnegotiation.
Thecorrespondingcourseteachingobjectives:
1
ChapterV PreparationsforBusinessNegotiations oneclasshourSectionI ThePreparationsofBusinessNegotiations
SectionII TheInformationPreparationforBusinessNegotiationsSectionIII Businessnegotiationplans
SectionIVSimulatedNegotiation
Keypoint:
Preparationofnegotiatorsistosetupateam,whichincludesthescaleofthenegotiationteam,thequalityofnegotiatorswhichshouldbepossessedbythenegotiatorsanddivisioncooperationbetweengroupmembersandsoon.Theinformationcollectionistobetterunderstandeachother’sintentions,tomakeproperplansandnegotiationtactics,strategiesandthebasicpremise.
Thecorrespondingcourseteachingobjectives:
1
ChapterVI BusinessNegotiationStrategies oneclasshourSectionI StrategiesofStartingStages
SectionII Strategiesofoffer
SectionIII Strategyofconsultationstage
SectionsIV StrategiesontheStageofStrikingaBargaining
Keypoint:
Businessnegotiationstrategyisgenerictermsofapproaches,measures,techniques,tactics,toolsandcombinationsofgeneralapplicationtoachieveaspecificgoalintheprocessofbusinessnegotiations.
Thecorrespondingcourseteachingobjectives:
1
ChapterVII CommunicationSkillsinBusinessNegotiations oneclasshour
SectionI SoundLanguageinBusinessNegotiationSectionII ThesilentLanguageinBusinessNegotiationSec
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