Business Negotiations in English

Teachers

Included in study programs

Teaching results

Teaching results:
Knowledge:
• acquiring fundamental theoretical knowledge about structural process of a negotiation and expanding professional business terminology
• acquiring knowledge about particular strategies and techniques which lead to effective business negotiations, as well as knowledge about obstacles and risks which might have a negative or damaging impacts on a negotiation process
Competencies:
• acquiring of detailed overview of individual stages and types of business negotiations, as well as roles and functions of business negotiation participants
• development of professional, social and communication (and intercultural) competence
• comparison of individual elements of business negotiations (verbal and nonverbal language, strategies and techniques) among various cultures
• effective leading of business negotiations in regards to the formal structure and etiquette rules
Skills:
• acquiring skills when solving problem situations in the context of business negotiations
• acquiring skills to use and apply specific terminology in the given language in combination with relevant stylistic and rhetoric expressions depending on the type and subject matter of the business negotiation
• ability to use specific vocabulary in all phases of a business negotiation in such a way, that the goals of negotiation are successfully achieved and the appropriate phrases from the repertoire of strategies, tactics and techniques are applied
• ability to connect their own culture with the culture of the business partner and they manage to overcome stereotypical thinking and relations
• ability to use language in a fluent, comprehensive and professional way

Indicative content

Indicative content:
- Introduction to communication issues and introduction to business negotiations as a specific form of communication
- Complexity of a business negotiation in its phases
- Strategic, tactical and technical instruments by achieving goals
- Intercultural aspect of business negotiations – occurrence of misunderstandings and problems – how to avoid them and find solutions
- Intercultural relationships of business negotiation partners – personality of partners, cultural habits and behaviour patterns
- Business negotiations case studies

Support literature

Support literature:
Required:
1. LAFOND, Charles - VINE, Sheila - WELCH, Birgit. English for Negotiating. Oxford : Oxford University Press, 2010.
2. POWELL, M. International Negotiations. Cambridge : Cambridge University Press, 2012.
Optional:
1. GELFAND, J. Michele - BRETT, M. Jeanne. The Handbook of Negotiation and Culture. Stanford : Stanford University Press, 2004.
2. LOWE, Susan - PILE, Louise. Negotiating. Surrey : DELTA Publishing, 2007.
3. WALLWORK, Adrian. Meetings, Negotiations, and Socializing: A Guide to Professional English. New York : Springer, 2014.

Requirements to complete the course

Requirements to complete the course:
Interim evaluation: 40%
Final evaluation: 60%

Student workload

Full-time study: 156 hours. Of which:
52 hours – attendance at seminars
42 hours – preparation for seminars and for the interim evaluation
62 hours – preparation for the final exam

Language whose command is required to complete the course

English

Date of approval: 08.03.2024

Date of the latest change: 18.05.2022