Subject 'Business Communication and Negotiations'

Year:   2012/2013    2013/2014    2014/2015    2015/2016    2016/2017    

Social responsibility. The nature and formation of personal, business and market economy ethics. Negotiations and ethics. Techniques of solving problem situations. Using argumentation in debates. The main types and parametres of negotiations. The strategy and tactics of distributive trading. The strategy and tactics of consolidating negotiations. Social context of negotiations. Abilities to influence the negotiation process. Personal aspect in influencing the negotiations. Effective negotiations. Cultural differences, which may affect negotiations.

The students learn about the essence of business ethics and its significance in the community. The ways to solve ethical conflicts and make decisions are shown, using the strategy of negotiations. Through solving practical cases and tasks students learn about the possibilities to become a successful negotiator. The process of forming and developing personal negotiating styles is analysed.

Students
- can assess and analyse different communication situations;
- are able to affect negotiation processes and apply the method of principal negotiation;
- are aware of the basics of presenting arguments and debating and are able to apply the corresponding techniques;
- are ready to cooperate with various partners and to overcome confrontation;
- master the technique of self-analysis and managing of group processes.

Day-time study. Learning method: lecture, discussion, dispute, video practice, role play, conflict solving, practical negotiations.

Fisher, R.&Ury, W. 1992. Kuidas võita vaidlusi ja läbirääkimisi. Tartu: Fontes
Karl Popperi väitluse käsiraamat. 1997. Tallinn: Avatud Eesti Fond
Lewicki, R. J. jt. 1999. Läbirääkimiste põhitõed. Tartu: Fontese Kirjastus
Rebane, M. 1996. Kuidas väidelda. Ajakiri Haridus nr. 4.
INTERNET: http//www.debate.ee

Kidron, A. 2008. Äripsühholoogia. Käsiraamat. Tallinn: Mondo

The grade is based on participation in the lectures, individual assignments; essay and presentation
Output 1: Individual assignments
Grade: 1 - 60% of the assignments have been submitted and the quality fits the requirements
Grade: 3 - 70% of the assignments have been submitted and fit the requirements given
Grade: 5 - all main assignments have been submitted and fit the requirements given, including correct formatting and sound analysis

Output 2: Essay and presentation (in pairs)
Grade: 1 - Presentation is vague, there is no 'red line' traceable in the story. Analysis is minimal or conflicted. Collaboration is very weak. Main concepts are mixed up.
Grade: 3 - Presentation is not very smooth. The subject is not approached in a creative manner and the presentation is dull. Lacking own arguments and standpoints.
Grade: 5 - Presentation is interesting and engaging. Creative problem definition and solutions. Sound analysis supported by own opinions and arguments. Good collaboration.

2014: RR  

2013: RR  

2012: RR  

2011: RR  

2010: RR  

2009: RR  

2008: RR  TD*  TI*  

2007: RR  TD*  TI*  

2006: TI*  

2005: TI*  

2004: TI*  

* Optional subject