《國際商務(wù)談判 經(jīng)濟學(xué)中美班》課程教學(xué)大綱

SyllabusofInternationalBusinessNegotiation國際商務(wù)談判教學(xué)大綱CourseCode（課程代碼）:MGT4103ECourseName（課程名稱）:InternationalBusinessNegotiation/國際商務(wù)談判Semester（開課學(xué)期）:6Credits（學(xué)分）/AcademicHours（學(xué)時）:3/48CourseType（課程類別）:SpecializedCourse（專業(yè)拓展課）Prerequisite(s)（先修課程）:PrinciplesofMarketingOfferedby（開課單位）:SchoolofEconomicsandManagement（經(jīng)濟與管理學(xué)院）1.CourseOverview(includingcoursedescription,objectives,outcomes,content)【課程簡介（包含課程性質(zhì)、目的、任務(wù)和內(nèi)容）】Thiscourseisanintroductiontotheartandscienceofnegotiating.Courseincludesboththeoreticalandprofessionalreadings.Negotiationisplacedwithinthecontextofdecision-makingbehavior,asdefinedinthepsychologyliterature.Comparisonsaremadebetween"western"and"eastern"modesofnegotiating.Includingreferencetothe"sanshiliuji".Studentswillconductone-on-onenegotiationsinclass.Thiscoursereferencesnegotiationswithinthecontextoflabor-managementcontractsandgroupnegotiation,butisnotfocusedonthoseskills.Uponcompletionofthecourse,thestudentsshouldbeableto:Demonstratetheirunderstandingofcorenegotiationconceptsandterminologies.Demonstratetheirunderstandingofnegotiationlaw.Demonstrateanin-depthunderstandingofnegotiationproceduresandtechniques.Demonstratetheirunderstandingofbusinessnegotiationstrategyandrelatedskills.Demonstratetheirunderstandingofwesternandeasternmodesofnegotiation.Exhibittheirabilitytousebasicnegotiatemodelsandskillstorealnegotiationsituation.2.MethodsofInstruction（教學(xué)方法）Lecturing,Q&A,classdiscussion,anddemonstratingmethodsaremainlyusedformostoflectures.Inaddition,presentation,quizzes,researchpaperandhomeworkassignmentarealsogiveninduetimetocheckthestudents’learningoutcomes.3.In-classandExtracurricularTeachingandLearningArrangementandBasicRequirements（課內(nèi)外教學(xué)環(huán)節(jié)教學(xué)安排及基本要求）TeachingandLearningcomponentsandacademichourallocationareshowninTable3-1Table3-1TeachingandLearningComponentsandAcademicHourAllocationNo.CourseContentIn-classAcademicTeachingHoursExtracurricularHours1Overview:TheoryofConflict&Bargaining332Decision-makingUnderStress–AModel443Chinesemanagementarticles444TheoryandPractice-DistributiveBargaining445NegotiationinClass–buying/sellingabicycle446In-classNegotiation-RentinganApartment447TheoryandPractice-IntegrativeBargaining448In-classNegotiation-PakistaniPrunes449CulturalConcepts,TheChineseConcept3310Inclassnegotiation-500EnglishSentences;IndividualDifferencesandPower6611ResolvingDifferences,Escalation,andCommunication4412Inclassnegotiation-SickLeave;salaryNegotiation;SickLeave,number2;SummingUp44Total48484.ExtracurricularLearningRequirements（課外學(xué)習(xí)要求）Studentsarerequiredtospendextracurricularhoursbeforeclass,toacquaintancethemselveswiththebasicconceptsandterminologies,aswellasafterclass,forhomeworkassignments.Forextracurricularlearningmaterials,seethereferenceslistedinPart7.LearningthroughsearchenginesandE-Learningarealsoencouraged.Therewillbehomeworkassignmentsevery1-2weeks.Youmaydiscusshomeworkquestionswithyourclassmates;however,ithastobeyourindividualwork.Youhavetosubmityoursolutionfileforeachassignmentimmediatelyafteryouarenotified.Theduedateforeachassignmentwillbeannouncedwhenthehomeworkareassigned.Latesubmissionwillcausepenaltyonthegrade.Plagiarisminassignmentsisconsideredasacademicdishonestyandfailinggradesinaparticularassignmentwillbegivenforthestudentsinvolvedinplagiarismaccordingtotheseriousnessofoffense.Thestudentsmayalsoberequiredtosubmitaresearchpaperwhichisregardingnegotiationtheoryand/oritsapplications,onecurrentandreal-worldbusinessnegotiationissueandsoon.Thepurposeofthispaperistoimprovetheabilityofacademicresearch.Thetopicofthepapercaneitherbechosenbythestudentsthemselvesbasedondiscussionwiththeteacherorbegivenbytheteacherdirectly.Thefinalversionofthepapershouldbesubmittednolaterthan12thweekofthesemester.Latesubmissionwillcausepenaltyonthegrade.5.GradingPolicy（考核內(nèi)容及方式）GradingSystem:Hundred-marksystem(√);Five-gradesystem();Two-gradesystem()(1)Five-gradesystem:A:from100to90;B:from89to80;C:from79to70;D:from69to60;F:below60(2)Two-gradesystem:P:from100to60;F:below59EvaluationType:Exambased(√);Non-Exambased()Thecourseevaluationgradeisproportionatelycomposedofin-semesterevaluationandfinalexamasfollows:50%assessmentinin-semesterevaluationwhichincludesclassattendance(10%),homeworkassignments/presentations(20%),quizzes/researchpaper(20%).Schoolpolicydictatesthatattendanceismandatory.Studentsshouldcometoeveryclassontime,stayfortheentireclass,andbeattentiveduringtheclassexceptforfamilyorhealthrelatedemergencies.Ifyoudomissaclassitisyourresponsibilitytogetlecturenotesandassignmentsfromanotherstudent.IfyoumissmorethanthreeclassestheInstructorreservestherighttodropyoufromthecourse.50%assessmentinfinalexam.Theexamdurationis2hours.Thefinalexamswillfocusonthetext,lecturesandhomeworkassignments.Itwillconsistof10trueandfalsequestions,15multiple-choicequestionsor5TermsExplanation,4-5shortanswersand2applicationquestions.Itisthestudent’sresponsibilitytofamiliarizehimselforherselfwithandadheretotheUniversitystandardssetforthinthepoliciesoncheatingandplagiarism.6.ContinuousImprovement（持續(xù)改進）Accordingtothefeedback