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Wang (2005, 2009): chapters Course site: 58.194.177.231/swyy/

Course Name: Int ’ l Biz Neg (IBNs) Course site: http://58.194.177.231/swyy/ Lecturer: WANG Meiling email: wml4301@hotmail.com. Wang (2005, 2009): chapters Course site: http://58.194.177.231/swyy/. Introduction Basic s of IBN Communication Strategies Organizing the team Planning IBNs

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Wang (2005, 2009): chapters Course site: 58.194.177.231/swyy/

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  1. Course Name: Int’l Biz Neg (IBNs)Course site: http://58.194.177.231/swyy/Lecturer: WANG Meilingemail: wml4301@hotmail.com

  2. Wang (2005, 2009): chapters Course site: http://58.194.177.231/swyy/ • Introduction • Basics of IBN • Communication • Strategies • Organizing the team • Planning IBNs • Culture and Its Impact on Negotiation • Cultural Awareness in IBNs

  3. 9. Negotiating Sales, Export Transactions and Agency Agreements 10. Cases: Sales Contract and Agency Agreement • Negotiating International Joint Ventures • Negotiating Cooperative Ventures (US-Asia • A Case of Investment Negotiation • Negotiating Licensing Agreements • Case: The Takeover Bid

  4. NOW, the Course Setbook • Lewicki, R. J., Saunders, D. M., Barry, B., & Minton, J. W. (2008年，中国人民大学出版社). International Business Negotiation (5th Edition). Boston: McGraw-Hill Irwin. AND more about the book Lewicki, R. J., Litterer, Joseph A., Minton, John W. & Saunders, D. M. (first published in1985). Negotiation (1994, 2nd Ed). Boston: McGraw-Hill Irwin. 复旦大学管理学院International MBA Program（MIT-China Management Education Project）

  5. Authors’ biodata: Roy J. Lewicki Roy J. Lewicki is the Dean's Distinguished Teaching Professor at the Max M. Fisher College of Business, The Ohio State University. He has authored or edited 24 books, as well as numerous research articles. Professor Lewicki received the first David Bradford Outstanding Educator award from the Organizational Behavior Teaching Society for his contributions to the field of teaching in negotiation and dispute resolution. He has won several teaching awards at Ohio State, and held visiting faculty positions at Dartmouth College and Georgetown University.

  6. Authors’ biodata: Bruce Barry • Bruce Barry is a professor of Management and Sociology at Vanderbilt University. His research on negotiation, influence, ethics, power, and justice has appeared in numerous scholarly journals and volumes. Professor Barry is a past-president of the International Association for Conflict Management and a past chair of the Academy of Management Conflict Management Division. 

  7. Authors’ biodata: David M. Saunders Dean of the Faculty of Management at the Queen's University in Ontario, Canada. He has co-authored several books and articles on negotiation, conflict resolution, employee voice and organizational justice. He is also the winner of a distinguished teacher award and co-developed the McGill Negotiation Simulator, a computer-based interactive video simulation of negotiation. Prior to his current appointment, David was Director of the McGill MBA Japan program in Tokyo, and he has traveled extensively throughout Asia and Europe.

  8. A List of Recommended Further Readings(1) • 全英主编，《国际商务谈判》,北方交通大学出版社，2003 • 谢晓莺, 《商务英语谈判》, 中国商务出版社, 2005 • 汤秀莲主编（王威副主编）. 国际商务谈判(新坐标国际贸易系列精品教材). 清华大学出版社. 2009年9月. • 白远主编. 国际商务谈判-理论案例分析与实践（第二版）（21世纪国际经济与贸易系列教材）. 2008年7月. • 樊建廷和干勤等编著. 商务谈判. 第二版. 东北财经大学出版社. 2007年2月(2008年7月第18次印刷) 6. 刘向丽主编，《国际商务谈判》，北京：机械工业出版社，2005 7. 刘宏主编, 《国际商务谈判》，东北财经大学出版社, 2009

  9. Curry, Jeffrey, Edmund. A Short Course in International Negotiating.Novato, CA, USA: World Trade Press, 1999. • Fisher, R., W. URY, and B. Patton.Getting to Yes. Negotiating Agreement Without Giving In. New York: Penguin, 1995 • Fleming, P. 1997. Negotiating the Better Deal. London: International Thomson Business press. • Foster D. Bargaining Across Borders: How to Negotiate Business Successfully Anywhere in the World. London: MaGraw-Hill, 1992 • Gesteland, R. R. 2002. Cross-Cultural Business Behavior.Copenhagen: Copenhagen Business School Press. • Ghauri, N. Pervez & Usunier, Jean-Claude. International Business Negotiations. Ed. Pergamon, 1996

  10. Gutterman, Alan. A Short Course in International Joint Ventures: Negotiating, Forming & Operating the International JV. Novato, CA, USA: World Trade Press, 2002 • Hinkelman, Edward. A Short Course in International Entrepreneurial Trade. Novato, CA, USA: World Trade Press, 1999. • Lum, Grande. Negotiation Fieldbook.Blacklick, OH, USA: McGraw-Hill Companies, The, 2004. • Maddux, Robert B. Successful Negotiation : Effective "Win-Win" Strategies and Tactics. Boston, MA. USA: Course Technology Crisp, 1995.

  11. Mills, Harry. Streetsmart Negotiator : How to Outwit, Outmaneuver, and Outlast Your Opponents. Saranac Lake, NY, USA: AMACOM, 2005. • Rodgers, D. English for International Negotiations. A Cross-Cultural Case Study Approach. Cambridge: Cambridge University Press, 1998. • Ury, W. 1991. Getting Past No. Negotiating with difficult people. Sydney, Australia: Random House. • Usunier, Jean-Claude. Marketing Across Cultures. Prentice Hall Europe, 1996

  12. Scholarly Journals and Magazines Ebrary (www.sdu.edu.cn): EBSChost • Negotiation Journal • International Negotiation(www.brill.nl/iner) • International Business Review • Harvard Business Review • International Business Studies www.ftchinese.com (Financial Times中文版） www.economist.com (The Economist)

  13. Motto In business life, you don’t get what you deserve, but get what you negotiate.

  14. Warming-up Ex: Test yourself • What does the word “negotiation” mean to you? • How frequently do people negotiate? • Very rarely • Almost every day • A few times each year

  15. Self-assessment: Are you a good negotiator? 1-10 points scale I am sensitive to the needs of others. I will compromise to solve problems when necessary. I have a high tolerance for conflict. I am willing to research and analyze issues fully. Patience is one of my strong points. My tolerance for stress is high. I am a good listener. Personal attack and ridicule do not unduly bother me. I can identify bottom line issues quickly. Total:

  16. C: How much do you want for that black velvet picture of Elvis? K: This one, the one signed by the King himself? I suppose I could let it go for $500. C: Whoa! That’s out of my league. (Starts heading toward the door) K: Well, seeing that you’re such an aficionado, I’ll give you a special deal for $425. C: Well, I am in a rush to get to the airport, so tell you what, I’ll give you $175 for it. K: This is a one-of-a-kind collector’s item. I’ve owned it for 10 years. I could never let it go for less than $350. C: $200 is my final offer.

  17. Positional bargaining

  18. Case: a wise agreement Two men were quarrelling in a library. One wants the window open and the other wants it closed. They bicker back and forth about how much to leave it open: a crack, halfway, three quarters of the way. No solution satisfies them both. The librarian enters. She asks why he wants the window open: “To get some fresh air.” She asks the other why he wants it closed: “To avoid the draft.” After thinking a minute, she opens wide a window in the next room, bringing in fresh air without a draft.

  19. Win-Win Philosophy?

  20. Assignments: Journal Questions • How do you define negotiation? How does this compare to the definitions of negotiation given in the readings? What are your goals for this class? How will you assess your own progress? • Write about a past negotiation in which there was a good outcome for you. What did you do that was effective? How could you replicate your success in other contexts? How do you define a good outcome for you?

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