Business is negotiation. This course presents negotiation strategies and tactics, communication aspects, power and influence, difficult negotiation situations, and cross-cultural implications. The purpose of this course is to help students to understand the theory and process of international business negotiation and to provide students with opportunities to develop individual negotiation skills for commercial transactions across countries.

Upon completion of this course, students will be able to:
1. Understand the characteristics and utilities of international business negotiation;
2. Be acquainted with two core approaches to negotiation: the basic dynamics of competitive bargaining and the basic dynamics of integrative negotiation;
3. Increase awareness of the use of power and influence in international business negotiations;

4. Understand the impact of culture on international business negotiations;
5. Learn how to observe and adapt to communication for business people from different cultures.

1.       Baber, W. W., Fletcher-Chen, C. C. (n.d.). Practical Business Negotiation. (n.p.): Taylor & Francis.

2.       Brian Dietmeyer (2004 ). Strategic Negotiation: A Breakthrough Four-Step Process for Effective Business Negotiation.  Kaplan Business.

3.   Cohen, H. (2019). You Can Negotiate Anything. Citadel Press.

4.       Daniel Kahneman(2013), Thinking Fast and Slow, Farrar, Straus and Giroux, 2013.

5.       David A. Lax, James K. Sebenius(2006). 3D Negotiation. Harvard Business Review Press.

6.       Frances Mautner-markhof(2019). Processes of International Negotiations. Routledge.

7.       Frank L. Acuff (2008). How to Negotiate Anything with Anyone Anywhere Around the World(3rd Edition). AMACOM.

8.       Gerard I. Nierenberg , Henry H. Calero (2008). The New Art of Negotiating: How to Close any Deal. Square One Publishers.

9.       Gerard Shaw(2020) Bold Body Language: Win Everyday With Nonverbal Communication Secrets.  Communication Excellence.

10.    I. William Zartman(2019).How Negotiations End: Negotiating Behavior in the Endgame. (2019).  Cambridge University Press.

11.    Jeanne M. Brett(2014).Negotiating Globally(3rd Edition). Jossey-Bass

12.    Jill E. Rudd, Diana R. Lawson（2007). Communicating in Global Business Negotiations: A Geocentric Approach.  SAGE Publications, Inc.

13.    Khan,M A., Ebner, N.(2019 ). The Palgrave Handbook of Cross-Cultural Business Negotiation. Palgrave Macmillan, Cham

14.    Kolb, D, Williams, J (2000) The Shadow Negotation. Simon & Shuster.

15.    Mark Powell(2012). International Negotiations. Cambridge University Press.

16.    Malhotra,D.(2016). Negotiating the Impossible, Berrett-Koehler Publishers

17.    Michael Watkins(2002 ) Breakthrough Business Negotiation: A Toolbox for Managers. Jossey-Bass

18.    Michael Wheeler(2013).The Art of Negotiation: How to Improvise Agreement in a Chaotic World. Simon & Schuster

19.    Robert Cialdini(2016), Pre-Suasion: A Revolutionary Way to Influence and Persuade,Simon & Schuster.

20.    Roger Fisher, William Ury(2011). Getting to yes (Revised edition). Penguin Books.

21.    Roy J. Lewicki, Bruce Barry, David M. Saunders(2014). Negotiation: Readings, Exercises, and Cases . McGraw Hill Higher Education.

22.    Sheer, N., Fells, R. (2019). Effective Negotiation: From Research to Results. Cambridge University Press.

23.    Thompson, L (2011). The Mind and Heart of the Negotiator(5th ed).  Prentice Hall.

24.    William Ury( 2011). Getting Past No. Negotiating with difficult people. Random House.

25. William Ury(2008). The Power of a Positive No. Hodder Paperbacks