Cross Cultural Communication and Negotiation Techniques
AA 2017/2018
Prof. Nello Gaspardo (Docente di riferimento)
Scheda insegnamento
Codice
CdS
Management dell'informazione e della comunicazione aziendale (D.M. 270/04)
Anno
2° anno
3° anno
Tipologia
Servizi didattici integrativi
CFU
7
SSD
M-FIL/05 - filosofia e teoria dei linguaggi
Mutuato da
Insegnamento integrato
- Altre attività in lingua II (MAN0131)
Moduli
Obiettivi e risultati
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
Contenuti
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