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Đề cương 702057 - vi - 0 - Đàm phán thương lượng trong kinh doanh
Đề cương 702057 - vi - 0 - Đàm phán thương lượng trong kinh doanh
Explain and interpret concepts and techniques theories and relate them to
4 7340101-PLO3
a certain situation occur in negotiation and conflict handling.
4. Tóm tắt nội dung môn học:
1. Introduction
2. The Language of Negotiation
3. Distributive Negotiations
4. Integrative Negotiations
5. Conflict and Dispute Resolution
6. Understanding Yourself and How That Impacts Negotiation
7. Communication in Negotiation
8. The Role and Importance of Persuasion in Negotiation
9. The Nature of the Relationship in Negotiating and Resolving Disputes
10. International Negotiations
11. Team and Multiparty Negotiations
12. Negotiating in The Workplace
13. Negotiating the Purchase or Sale of an Automobile
14. Real Estate Negotiation: Commercial and Residential
15. Negotiating Your Future
The highest professional standards are expected of all students who study this course. The collective class reputation and the value of the program’s
experience hinges on this. This includes:
Attendance:
Students have to attend at least 80% of class hours (if this regulation is not fulfilled, students are not eligible to take their final exam).
Being on-time and in your seat when class starts
Staying until the end of class
Being constructive to the learning environment. Mobilephones (both smart and inept) and other electronic devices need to be set to silent
during class at all times.
Being “present” in the class and focused on class material. The lectures will sometimes cover extra material (e.g., exercises, discussions)
not contained in lecture notes. Students are responsible for everything covered or assigned in class. If students miss a class, it is entirely
their responsibility to determine what they have missed including any administrative announcements lecturer may have made.
Class Activities:
Homework
[1]. DeMarr, B.J. & de Janasz, S.C., [2019], Negotiation and Dispute Resolution, Pearson Educational, Boston
[2]. Thompson, Leigh, [2015], The Mind and Heart of the Negotiator, 6th Edition, Pearson Educational, Boston.
[3]. Roy J. Lewicki, David M. Saunders, Bruce Barry, [2010], Negotiation: Readings, exercises and cases, Mc Graw Hill, New York
[4]. Michael Watkins, [2002], Breakthrough business negotiation: a toolbox for managers, Jossey-Bass, San Francisco
7. Phân loại và hình thức đánh giá kết quả học tập: (Hình thức thi phải phù hợp và tương ứng với chuẩn đầu ra môn học CLOs)
CLO
Phân loại Tỷ trọng (%) Hình thức đánh giá CLO1 CLO3 CLO4
2
Đánh giá quá trình 1 20 Bài tập quá trình x
Đánh giá quá trình 2 30 Thuyết trình x x
Tổng 45 0 0 0 90
9. Ngày biên soạn: Ngày 25 tháng 10 năm 2022
Giảng viên biên soạn Kiểm soát chuyên môn
Trưởng Bộ môn
Giảng viên đọc lại, phản biện Chịu trách nhiệm khoa học
Trưởng Khoa
Trưởng phòng đại học Trưởng khoa Giảng viên biên soạn