Course Name IB Negotiation Course site http course

Course Name: IB Negotiation Course site: http: //course. sdu. edu. cn/ Lectured by WANG Meiling email: meilingw@sdu. edu. cn Office hours: 14: 30 -16: 00(? ), or by appointment, Zhixin Bldg-B 314

Warming-up Ex: Test yourself 1. What does the word “negotiation” mean to you? 2. How frequently do people negotiate? ① Very rarely ② Almost every day ③ A few times each year

Ponder? In business life, you don’t get what you deserve, but get what you negotiate. ---Advertising slogan What’s your comment?

Intro to the course 1. Pre-course Survey on Student Expectations 2. What is the course about? 3. Survey on yourself as a negotiator 4. Assignment

1 Pre-course Survey on Student Expectations 1. What would you like to learn in this class? 2. What can I as the instructor do to help you to achieve your goals? 3. What do you plan to do to help yourself to achieve your goals? 4. Is there something else that you would like me to know before we begin our class?

2 What is the course about? 2. 1 From Research to Application IB negotiation as a young and evolving multi-disciplinary in the field of negotiation AND Implications for what to teach and how to teach? 2. 2 Course Description and Syllabus

2. 1 From Research to Application Q 1 What do we know about Negotiation, Business (Biz) Negotiation, and IB Negotiation? AND What similarities and disparities among them? Q 2 Has the nature and scope of IB Negotiation changed? Q 3 What’s the field of IB Negotiation teaching: past, present and future?

2. 1 From Research to Application(Q 1) Q 1 Conceptualizations: not always easily classified for “…the field of dispute settlement is so broad, encompassing so many forms of theory and practice, that no one of us knows the full contours of the terrain” (Rubin 1985: 6), which is now more than true. (Also see the authors’ 3 sources for insights into negotiation, Lewicki et al, 2008: 4) IB Negotiation: “The deliberate interaction of two or more parties (at least one of them a business entity), originating from different nations, who are attempting to define or redefine the terms of their interdependence in a business matter” (Weiss 2006)

2. 1 From Research to Application (Q 2) Q 2 Has the nature and scope of IB Negotiation changed? (ref. Weiss 2006) Yes. Pls name some cases of IB Negotiation, esp. in the case of China’s integration into the system of world economy

2. 1 From Research to Application(Q 3) Q 3 What’s the field of IB Negotiation teaching: past, present and future? (ref. Intro-final by Honeyman et al. , 2009) The Past and Present to evolve towards an all-encompassing model: Incremental progress but much yet to do The Future Empirical testing, Synthesis and Int’l Dialogue so as to better service researchers and practitioners of IB negotiation in a close alignment with a wide variety of cultural contexts

2. 1 References • Weiss, Stephen E. (2006). International Business Negotiation in a Globalizing World: Reflections on the Contributions and Future of a (Sub) Field, International Negotiation 11: 287– 316. • Honeyman et al. (2009) in The second generation of Negotiation Teaching

2. 2 Course Description and Syllabus 2. 2. 1 Course Description Objectives It aims to make you familiarized with the stateof-art IB Negotiation theory and practice, and enhance your negotiation skills (if possible), with the hope to prepare you for your productive career life in the increasingly complex and competitive international business world. To meet this end, the course is of dual pedagogical purposes, both your negotiation skills and business communication skills in English as a BELF. Content (ref. Chapters in Course site) Evaluation (negotiable) Teaching materials 2. 2. 2 Syllabus (to be supplied)

2. 2. 1 Course Description Content The course links theory and practice. The content includes Negotiation Fundamentals, , Negotiation Sub-processes, Negotiation across Cultures, Negotiation Contexts and Types of Business Content in IB Negotiation. Within class, you will spend a significant amount of time on presentations and/or simulated role plays, very often followed by discussions or written report of observations. Homework will typically consist of preparing for the next class’ activities, assigned readings and writing tasks.

2. 2. 1 Course Description: Evaluation: Items Percentage (%) Class attendance 20 Class involvement (RP, Pres, Disc) 20 Assignments (3 Essays) 20 Final examination 40

2. 2. 1 Course Description: Course Materials Course Book: 列维奇(Lewickie)，桑德斯(Saunders)和巴里(Parry). 国际商务谈判（第五版）(高等院校双语教材·国际 贸易系列）中国人民大学出版社, 2008 -11 -1(ISBN： 9787300097954) And other supplementary reading materials, i. e. journal articles or excerpts from selected books.

NOW, the Course Setbook: Why? • Lewicki, R. J. , Saunders, D. M. , Barry, B. , & Minton, J. W. (2008年，中国人民大学出版社). International Business Negotiation (5 th Edition). Boston: Mc. Graw-Hill Irwin. (Note: 1. Research type; 2. Negotiation (6 e, 2007) AND Essentials of Negotiation (2011, 5 e), a condensed version of the main text, Negotiation, 6 e, shifting from a more research-oriented focus to a more fundamental focus on issues such as critical negotiation subprocesses, multiparty negotiations, and the influence of international and cross-cultural differences on the negotiation process. )

1. Fisher, R. , W. Ury, and B. Patton. Getting to Yes. Negotiating Agreement Without Giving In. New York: Penguin, 1995 2. Gesteland, R. R. Cross-Cultural Business Behavior. Copenhagen: Copenhagen Business School Press, 2002 3. Ghauri, N. Pervez & Usunier, Jean-Claude. International Business Negotiations. 2 nd Ed. Pergamon, 2003 4. Usunier, Jean-Claude. Marketing Across Cultures. Prentice Hall Europe, 1996

Scholarly Journals and Magazines Ebrary (www. sdu. edu. cn) EBSCOhost: 1. Negotiation Journal 2. International Negotiation (www. brill. nl/iner) 3. International Business Review 4. Harvard Business Review JSTRO: International Business Studies Elsevier: Journal of Marketing Management (and Journal of M/M respectively) Journal of English for Specific Purposes

3 Survey • Self-assessment: Are you a good negotiator? 1 -10 points scale

1. I am sensitive to the needs of others. 2. I will compromise to solve problems when necessary. 3. I have a high tolerance for conflict. 4. I am willing to research and analyze issues fully. 5. Patience is one of my strong points. 6. My tolerance for stress is high. 7. I am a good listener. 8. Personal attack and ridicule do not unduly bother me. 9. I can identify bottom line issues quickly. Total:

4 Assignment Prepare for Next Class 1 Reading Task: pp. 7 -25 Characteristics of a negotiation 2 Team work: 3 -4 members per team 10 -minute presentation in Class 2 on the topic of “conflict and agreement” References: http: //new. ted. com/talks/william_ury: the walk from “no” to “yes”