Business Negotiations

Syllabus

1. Profile of a businessman operating in the field of international business and foreign trade, the relationship between mastery of required professional disciplines and their application in business negotiations (business levels, business philosophy, business activities, strengths and weaknesses of the trader, factors influencing successful sales). 2. Business negotiations, its definitions and goals, typology of agreements, anatomy of business negotiations (Case study). 3. Types of business negotiations (acquisition, price negotiations, urgency, complaints ...). 4. Preparation of business negotiations, forms (how) of preparation and run business negotiations and areas (what) of business negotiations. (Case study) 5. Negotiation and sales techniques, „closing techniques“. Transaction analysis. To understand and correctly identify a business partner, typology of the business partner, characteristics and requirements for a professional negotiator.(case study) 6. Negotiation phases and their content, traps of business negotiations. The course of business negotiations (cybernetic scheme of operation of elements in business negotiations). 7. Strategy, tactics and technique of business negotiation, methodology of BN, business negotiation as a work procedure. 8. Methods and principles of running and influencing the business negotiations - appropriate and inappropriate methods. (Case study) 9. The influence of cultural differences on business negotiations, cultural model, culture shock, repatriation shock, cultural identity and prejudices. Peculiarities of international negotiations with foreign partners, procedural rules, negotiation strategies, intercultural models of negotiations. The course of business negotiations and its stages in a foreign cultural environment. Risks and barriers in decision making, conflict prevention in business negotiations.(Case study) 10. Preparation of managers for positions in abroad, the work of a commercial workers in an intercultural and foreign environment. Peculiarities of communication in foreign cultures. 11. Business negotiations as a professional work. Mental hygiene, standards and rules for business negotiations (corporate, legal). Dangerous feelings in business negotiations and control of their manifestations. Evaluation of employees participating in business negotiations. 12. Ethics in business negotiations and promotion of interests. 13. Properties of negotiators and their typology. Team negotiations. Communication application in business negotiations (typology, communication principles, barriers, dangerous manifestations in the negotiations)