International Business Negotiation

Course guarantor:

Lecturer:

Tutor:

Supervisor:

Institute of Management Studies

Synopsis:

The term „culture“, its categories and impact on various aspects of business undertakings. The personality of an entrepreneur and its importance for successful deals, the negotiation process and its features, Rules of effective persuasion, Preparation of b. negotiations, The issue of concession and the position of power, Team negotiations and communication by telephone, tactics used in BC, preparation and comparison of communication styles.

Requirements:

No prerequisites.

Syllabus of lectures:

Syllabus of tutorials:

Study Objective:

This course provides an introduction to the principles of international business communication (BC) and social and cultural differences and their impact on strategy and tactics in business communication with foreign partners.

Study materials:

Zamykalová, M.: Mezinárodní obchodní jednání, Praha: Professional Publishing, 2003, ISBN 80-86419-28-2. Gullová, S., Müllerová F., Sato. A., Zamykalová, M.,: Obchodní jednání v zemích EU. Aktuální otázky mezinárodního obchodu, Praha: Vysoká škola ekonomická, 2002, ISBN 80-245-0444-8. FISHER, R. - PATTON, B. - URY, W.: Dohoda jistá: Zásady úspěšného vyjednávání, Praha, Management Press, 1994, ISBN 80-85603-48-9. URY, W.: Jak překonat nesouhlas: Zásady vyjednávání s lidmi, s nimiž nelze vyjednávat, Praha, Management Press, 1995, ISBN 80-85603-83-7. WAGE, J. L.: Řeč těla jako účinný nástroj prodeje, Praha, Management Press, 1997, ISBN 80-85943-31-X.

Note:

Further information:

No time-table has been prepared for this course

The course is a part of the following study plans:

• N-PMP-komb.forma od 11/12 (compulsory course)
• N-PMP-kombin.forma od 12/13 (compulsory course)
• N-PMP- kombin. forma od 13/14 (compulsory course)
• N-PMP-komb. forma od 14/15 (compulsory course)