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Cross Cultural Communication and Negotiation Techniques
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Cross Cultural Communication and Negotiation Techniques
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Anno accademico 2017/2018
- Docente
- Prof. Nello Gaspardo (Docente di riferimento)
- Insegnamento integrato
- Altre attività in lingua II (MAN0131)
- Corso di studi
- Management dell'informazione e della comunicazione aziendale (D.M. 270/04)
- Anno
- 2° anno 3° anno
- Periodo didattico
- Secondo semestre
- Tipologia
- Servizi didattici integrativi
- Crediti/Valenza
- 7
- SSD dell'attività didattica
- M-FIL/05 - filosofia e teoria dei linguaggi
- Modalità di erogazione
- Tradizionale
- Lingua di insegnamento
- Inglese
- Modalità di frequenza
- Facoltativa
- Tipologia d'esame
- Scritto
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Sommario insegnamento
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Modalità di verifica dell'apprendimento
Examination test. Simulation to optimise examination performance
- Every group has to prepare the case as it would negotiate (60 minutes)
- One group negotiate with me, the other participants observe the performance
- Common analysis of the performance with a feed-back.
Begin with the examinations: four participants simulate a real negotiation.
Preparation time: 60 minutes, examination time: 45 minutes plus 15 minutes feed-back
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Programma
Techniques Topics and simulations. Negotiation Techniques
- The different ways of negotiation
- The four important personal negotiation styles
- The hard, the weak and the mixed negotiation
Exercises and case simulations
- Negotiating with dominant interlocutor
- Negotiating in difficult situation
- Other exercises
Body language in business
- Learning observing negotiators
- Interpreting meaning of mimic, gesture and posture. Analysing the consistency between the spoken word and the silent language according to the situation, interlocutors and goals
- Major cultural differences
Exercises
- Simulations in small groups
Cross Cultural Negotiation Techniques. Introduction and discussion of the major elements by international transactions
- The basic concept of international negotiation
- Major basic rules and aspects of international negotiation, such as: main goal,
- negotiating attitude, personal style, communicative approach, sensitivity of
- time and propensity to take risks.
Several case simulations in small groups
- Special negotiation exercises and preparation for the examination
Testi consigliati e bibliografia
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