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PROGRAMA ANALITICĂ A UNITAŢII DE CURS DATA: 22.09.2015
”BUSINESS NEGOCIATIONS”
PAG. 1/4

Aprobat la Consiliul facultăţii Științe Economice Aprobat la şedinţa catedrei „Business şi administrare, REI
proces-verbal nr. 1 din 23.09.2015 şi Turism proces-verbal nr. 1 din 22.09.15
Preşedintele Consiliului Drăgălin Iuliana Şef catedră, Burlacu Natalia dr.hab., prof.univ.
dr.conf.univ.interimar____________________________ ___________________________________________

Ministerul Educaţiei al Republicii Moldova/Ministry of Education of the Republic of Moldova

Universitatea Liberă Internaţională din Moldova/Free International University of Moldova
Facultatea Științe Economice/Faculty ofEconomics
Catedra Business si Administrare, REI si TURISM/Business and Administration,
International Business Department

Programa analitică / Course syllabus

Business Negotiations

Autor/ Author: Corina Gribincea, dr.,conf.univ

Chişinău, 2019

1
Course Information:
Course title: Business Negotiations
Syllabus authors: Gribincea Corina;

Course lecturers:
Email: anna.tiganu@gmail.com
Course code: S
Formative category of the course S
(F-fundamental, G-general, S-speciality,
U-socio-humanistic, M-leading to master
degree):
Optional category of the course A
(O- obligatory, A- optional, L- free choice):
Credit value (ECTS): 3
Specialities: BA,REI, Turism, FB,CA

Cycle: Bachelor
Year of study: III
Semester: V
Total number of hours: 90
Contact hours: 30
lectures: 15
seminars: 15
Private study hours: 60
Language: English
Pre-requisite courses: Foreign languages

Course overview and course goal:

This course will familiarize the student with various negotiation approaches and styles, including
knowledge of competitive negotiation techniques and effective responses. The students will: Understand
and develop effective strategies for each stage of a negotiation; Explore adversarial and collaborative
bargaining ; Understand ethical responsibilities of the lawyer representative; Learn techniques for
concluding a negotiation successfully, including crafting durable and enforceable agreements ; Identify
cross-cultural challenges that can arise in negotiations; Enhance communication skills, emphasizing
effective use of listening, persuasion and relationship-building ; Develop personal grounding techniques
and understand how grounding increases efficacy in negotiations ; Strengthen creative ability to expand
the range of options for resolving a dispute and to become good negotiators and to represent clients
effectively in both transactional and dispute resolution settings, and achieving their business goals ; to
develop effective approaches to conducting business and reaching agreement in international business
negotiation.
Students will be introduced to cross-cultural communication styles, national business expectations,
and political interests that may diverge from the familiar and can often impede cross-border agreements.

Study outcomes:
Co Outcomes of study programme
de
Knowledge
K Understand the key issues relating to the
K competitiveness of international business
1 and their uses in international context
K Understand the impact of various economic,
K legal, cultural, geographical, and political
Specific outcomes for the course
Knowledge
K 1.1.To understand the concept of business negotiation.
K 2.1. To differentiate between different types of negotiation
K 2.1. To know the stages of negotiation and the way they
should be completed.
2
2 systems on international business
K Understand sustainability within
K organizational contexts, decisions and
3 international business practices
Abilities
S Apply knowledge and skills to the operation
S of an international business
1
S Develop strategies to utilize domestic and
S foreign government programs, policies, and
2 agencies which facilitate international trade
S Apply the principles, norms and valuesof
S professional ethicswithin theirrigorous
3 workstrategies, effective and accountable
Competences
C Collect, process, and interpret data used to
C support international business
1 C 1.2. To develop strategies for effective negotiation.
C Evaluate the role of economics and business
C in the social environment of different cultures
2
C Evaluate the implications of international
C dimensions and their effects on day-to-day
3 business operations and strategy
K 2.2. To understand the influence of cultural difference on
business negotiation
K 3.1.To identify the major implications of negotiations on
business development .
K 3.2. To understand the impact of different negotiation tactics
on negotiation outcomes.
Abilities
S 1. 1 The ability to apply different tactics of negotiations in
order to achieve the goals
S 2. 1 The ability to develop strategies for an effective
negotiation within national and international context.
S 2.2. To find solutions for difficult situation emerged during
negotiation.
S3.1. To understand the limits between the ethical an unethical
behavior during negotiation.
Competences
C 1. 1 The competence to collect and to interpret data related to
interested field necessary for a successful negotiation.
C 2. 1.To apply the critical thinking to understand the limits of
the opponent part during negotiation
C 3.1. To formulate the correct goals and BATNA for a
sucessful negotiation
C3.2. To apply different methods of negotiation for a succesful
outcome

Requiered readings:

1.Salacuse, Jeswald, The Global Negotiator: Making, Managing and Mending Deals Around the World in
the Twenty-First Century, Palgrave MacMillan, New York, 2003.
2. Shell, G. Richard, Bargaining for Advantage (2nd edition), 2004
3. Fisher, Roger & William Uri. Getting to Yes (3rd edition), 2007
4. Pruteanu S. Manual de Comunicare si Negocieri in Afaceri. Iași:Polirom, 2000. 280 p.
5. Moraru D. Tehnici de Negociere. Note de curs. Timisoara 2004, 116 p.
Additional sources:
1. Stone, Douglas, Bruce Patton & Sheila Heen, Difficult Conversations (2nd edition)
2. The Business Strategy Game Simulation available at www.bsg-online.com

Links:
1. Harvard programes on negotiations http://www.pon.harvard.edu/category/daily/business-negotiations.
2. Business know-how http://www.businessknowhow.com/marketing/businessnegotiation.htm
3. Art of Negotiation http://www.huffingtonpost.com/maryellen-tribby/negotiation_b_3605194.html
4. Negotiating what you want https://www.youtube.com/watch?v=MXFpOWDAhvM
5. How to negotiate https://www.youtube.com/watch?v=rCmvMDrCWjs
6. The Art of Negotiation https://www.youtube.com/watch?v=pjlPgJ1wBdM
7. What the do not teach in business school https://www.youtube.com/watch?v=mHVJF9VaWfo

Teaching and Learning Methods:

Lectures, discussions, group activities, role playing, presentations, group projects, negotiation simulations an
analysis.
Assessment Assignments
Nr./o Type of assignment Share (%) of the final grade
1 Work in group, projects, simulations. 30
1. Presentation of individual tasks, testing, contribution activity 20

3
 in the classroom
2. Class activity 5
3. Class Attendance 5
4. Final Exam 40
Total 100
The assessment of students’ knowledge is done according to requirements of the
Regulation for organization and conducting the educational process based on European
Transferable Credits from the ULIM Codex 1
Course Outline
Hours
Group
distribut Requiered Additional Individual
Assignment
ion Contents readings sources Assignments
s
L/S/L
Introduction.
Understanding the negotiation
Principles and concepts of
negotiation
Characteristics of
Negotiations
Types of negotiations:
Distributive and integrative
negotiations
Multiphase and Multiparty
negotiation
Key Concept of Negotiation
BATNA/ZAP Reservation
Price.
Art of
Negotiation
Introducere.
http://www.huffi
Înțelegerea negocierii 1.Moraru D.
ngtonpost.com/
Principii și concepte de Tehnici de
maryellen-
negociere Negociere
tribby/negotiatio
Caracteristicile negocierilor p.46-59
n_b_3605194.ht Simulation Examples of
Tipuri de negocieri: negocieri 2.Shell, G.
2/2 ml of failed
distributive și integrative Richard,
The Art of negotiation negotiations
Negocieri multifazice și Bargaining for
Negotiation
multipartide Advantage
https://www.you
Conceptul cheie de negociere (2nd edition).
tube.com/watch?
BATNA / ZAP Prețul de
v=pjlPgJ1wBd
rezervare.
M
Введение.
Понимание переговоров
Принципы и концепции
ведения переговоров
Характеристика переговоров
Типы переговоров:
распределительные и
интегративные переговоры
Многофазные и
многопартийные
переговоры
Концепция переговоров
BATNA / ZAP. Цена
бронирования.
2/2 Stages of Negotiation. 1.Pruteanu S. What the do not Interactive Preparing a
Preparation p.161-180 teach in business dialogue negotiaton
Exploratory school

1http://www.ulim.md/assets/files/acte_normative/CODEX%20ULIM%202016%20pdf2.pdf
4
 Bidding
Bargaining
Settling the evaluation
Ratification
Dissemination

Etape de negociere.
preparare
exploratorie
licitarea https://www.you
negocieri tube.com/watch?
Stabilirea evaluării v=mHVJF9VaW
Ratificare fo
Diseminare

Этапы переговоров.
подготовка
разведочный
торги
переговоры
Установить оценку
ратификация
распространение
Interpersonal Relations.
What is a personal
relationship
Elements and technics
The limits of advantageous
transaction
Negotiation Psitions
Premises of a good
1 Pruteanu S.
negotiation
p.11-32
2. Salacuse,
Relatii interpersonale.
Jeswald, The Stone, Douglas, Group
Ce este o relație personală Analyzing an
Global Bruce Patton & disscusions
Elemente și tehnică example of a
2/2 Negotiator: Sheila Heen, Examination
Limitele unei tranzacții successful
Making, Difficult of Body
avantajoase negotiation
Managing and Conversation language
Curiozități de negociere
Mending
Premisele unei bune negocieri
Deals Around
the World
Межличностные отношения.
Что такое личные
отношения
Элементы и методы
Границы выгодной сделки
Курьезы переговоров
Помещение хороших
переговоров
4/4 Negotiation Strategies and 1. Pruteanu S. How to Interactive Case Study on
Styles. p.49-121 negotiate discussion Negotiation
The profiles of Competing, 2. Salacuse, https://www.you Negotiation strategies
Colaborating, Compromising, Jeswald, The tube.com/watch? simulation
Acomodating and Avoiding Global v=rCmvMDrC
Styles. Negotiator: Wjs
Methods to deffence on each Making,
style Managing and
Mending
Strategii de negociere și Deals Around
stiluri. the World
Profilul competitiv,
colaborează, compromite,
5
 găzduiește și evită stilurile.
Metode de dezavantaj pe
fiecare stil
Стратегии и стили ведения
переговоров.
Конкурентный профиль,
сотрудничает, идет на
компромиссы, размещает и
избегает стилей.
Недостатки каждого стиля
Negotiation Techniques and 1. Pruteanu S.
Tactics. p.49-121
The analysis of different 2. Salacuse,
tactisc of negotiation Jeswald, The
Fisher, Roger & Case study,
Global
William Uri. Analysing the
Tehnici și tactici de negociere. Negotiator:
Getting to Yes Group speaches of
2/2 Analiza diferitelor tactici ale Making,
(3rd edition), project different
negocierii Managing and
2007 wellknown
Mending
people
Техника и тактика Deals Around
переговоров. the World
Анализ различных тактик 3. Moraru D.
ведения переговоров p.90-112
Intercultural Negotiation.
Factors influencing a
negotiation Cultural Body language
Cultural differences in Interactions https://www.youtu
business file:///C:/Users be.com/watch?
Hofstede Cultural dimensions /Admin/Down v=OWFPHW7BC
loads/cultural CI&list=RDOWF
PHW7BCCI#t=8 Presentation
Negocierea interculturală. %20integratio
https://www.yout on
Factorii care influențează o n%20-
ube.com/watch? interaction
negociere %20business
v=UTE0G9amZ between to
4/4 Diferențele culturale în afaceri %20negotiatio Nk&index=2&lis
Case studies
differen
Hofstede Dimensiuni culturale ns.pdf t=RDOWFPHW cultures in
http://www.me 7BCCI business
Межкультурные diate.com/artic Cultural negotiations
переговоры. les/cdr1.cfm differences
Факторы, влияющие на http://www.cal https://www.yout
переговоры umcoburn.co. ube.com/watch?
Культурные различия в uk/articles/ten v=3ThMhq8KhB
Y
бизнесе -lessons-two/
Хофстеде Культурные
измерения
15/15 Total 30 hours
Final examination Exam